Cultural 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

See all articles by Julia A. Gold

Julia A. Gold

University of Washington - School of Law

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

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

Julia A. Gold (Contact Author)

University of Washington - School of Law ( email )

Seattle, WA 98195
United States

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