Teaching The Cultural Aspects Of Negotiation: A Range Of Experiential Techniques

Abstract

This article presents 5 main experiential techniques for teaching about negotiation and culture. They are symmetric acting (prescribing negotiating styles for a role-play), interacting with “real Romans”, concentrating on implicit cultures in the class, multicultural negotiating, and culture in (complex) context. Interacting with Romans may involve featured guests, multiple cultural representatives, or negotiations in their language. The article illustrates and evaluates each technique, and closes with general pedagogical considerations such as participants’ backgrounds, deroling/debriefing, and the capacity to effect behavioral change.