Special Issue Article

Go‐Go Global: Teaching What We Know of Culture and the Negotiation Dance

Author

• Wendi L. Adair, wladair@uwaterloo.ca(compose email, opens in email app.)

Abstract

This article discusses content and methods for bringing recent empirical findings on culture and the negotiation dance into the classroom. Topics include differences between the low and high context negotiation dance, offers as information, avoiding first offer anchors, and negotiation stages. Methods are discussed for teaching these topics using an experimental experiential approach in a culturally homogeneous or culturally diverse negotiation class.

Keywords:

cross‐cultural negotiation, negotiation pedagogy, international negotiation, culture, negotiation

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