Download This PaperCultural Baggage When You ‘Win as Much as You Can’
Rethinking Negotiation Teaching: Innovations for Context and Culture, DRI Press, 2009
12 Pages Posted: 8 Dec 2009
Date Written: 2009
Abstract
Using the negotiation exercise"Win As Much As You Can," I look at the ways that cultural value patterns and western-based assumptions about "how to negotiate" affect how students negotiate and respond to the exercise. I then suggest ways that teachers can create more culturally inclusive classrooms by discussing and educating students about these assumptions.
Keywords: negotiation, culture, "Win As Much As You Can", "prisoner's dilemma", cultural values
Suggested Citation: Suggested Citation
Gold, Julia A., Cultural Baggage When You ‘Win as Much as You Can’ (2009). Rethinking Negotiation Teaching: Innovations for Context and Culture, DRI Press, 2009, Available at SSRN: https://ssrn.com/abstract=1518066
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