1. BA 4216 Cross-cultural Studies in Organizations Cross-cultural negotiation and conflict Instructor: Ça ğ rı Topal 1

2. Negotiation At least two parties with different needs and viewpoints Aimed at reaching a joint agreement Communicating back and forth Highly complex when cross-cultural 2

3. When to negotiate Power Trust Time Commitment 3

4. Approaches to negotiation Distributive bargaining Win-lose Integrative bargaining Win-win 4

5. Negotiation and Hofstede’s dimensions Collectivist vs. individualist Team-based vs. individual-based Masculine vs. feminine Distributive vs. integrative High vs. low power distance Centralized vs. decentralized decision High vs. low uncertainty avoidance Trust-based vs. contract-based 5

6. Negotiation stages Planning Interpersonal relationship building Exchanging task-related information Persuasion Agreement 6

7. Who negotiates? Number and functions Gender Age Rank 7

8. Negotiation tactics Verbal Nonverbal Situational Location Time limit Physical arrangements 8

9. Conflict Resulting from disagreements or incompatibilities or emotional issues between individuals, groups, or organizations Associated with mostly negative emotions Labor vs. management Functional vs. dysfunctional Degree of tolerance varying culturally 9

10. Conflict and Hofstede’s dimensions More conflict-oriented Individualist, high power distance, low uncertainty avoidance, masculine Less conflict-oriented Collectivist, low power distance societies, high uncertainty avoidance, feminine 10

11. Conflict and the concept of face Competitive individualism Cooperative collectivism Mediated communication Refracted communication Acting as if a delegate Anticipatory communication Corresponding by letter 11