DIP 730-001 - Cross Cultural Negotiation and
Bargaining-Spring 2008
Professor John D. Stempel
Office:
Telephone:
Class Time:
Classroom:
Office Hours:
Patterson Office Tower, Room 449
257-8261; e-mail: stempelj@mail.uky.edu
Tuesdays, 1:00-3:30 p.m.
Room 420, Patterson Office Tower (The Vandenbosh Room)
Tuesdays 9-12:45, and by walk-in or appointment.
COURSE OVERVIEW: This multidisciplinary graduate-level course explores
negotiation and bargaining from the individual to the international level, including
both public and private sector examples. It contains special emphasis on crosscultural elements, which affect both the perception, as well as the process of
negotiation at all levels. The course explores the context of negotiation, proceeds to
the structure of negotiations and thence to the dynamics--strategy and tactics--for
persuading, coercing, and bargaining through to conclusion. Group and national
differences and approaches will be highlighted and demonstrated using intra-cultural
negotiating exercises. The context and importance of negotiations in several cultures
(including different religious contexts) will be explored, and case studies from different
cultures and cultural contexts will be examined. Material is drawn from Political
Science, Communications, Sociology, Anthropology, History, Conflict Resolution, Law,
and other disciplines as appropriate. Multilateral and commercial (private sector)
negotiation in a cross cultural context will be explored. Exercises and case studies
involving different cultural contexts will be undertaken. Material will be drawn from
any relevant disciplines, and energetic, proactive student research will be required
and rewarded.
EXAMINATIONS AND GRADING: Assuming an interest in--but not a terminal neurotic
preoccupation with--grades, the following activities constitute the evaluation system:
There will be a 90-minute midterm on March 4, which will cover material through
that date, and a snap quiz. These and all other graded exercises are listed below:
Activity
Weight
date due/to be taken
Midterm Exam
Reports (two each)
Trial negotiation
Class participation
Snap Test
25 per cent
March 4
15 per cent each (30 total) periodic
25 per cent
April 15(report due)
10 per cent (total)
every session
5 per cent
To be announced
The instructor reserves the right to factor for improvement over time. In simple terms:
you will never do worse than figuring your score by the above percentages; if you
improve consistently over the time line of the course, you may do better. Letter
grades--A, B, C, D, E will be given for all exercises.
2
ATTENDANCE: This is a graduate course and participation is marked. All creditearning members of the class should be present for all class meetings, and be
reasonably flexible to participate in activities outside of class associated with the trial
negotiation. Just as in business, government or politics, occasionally a scheduled
appointment must be missed. In case of such an emergency, a phone/ voice or e-mail
notification, note under my door or some other communication should precede any
absence. You will be responsible for all material missed. Makeup exams and
exercises will be permitted ONLY in the case of previously excused absences.
SUBJECTS OF STUDY: A topical syllabus follows the list of required texts. Students
are expected to do the class readings assigned for each week before the class
period. A list of texts is included below. Other readings are available for copying in
at box in the Student Room of the Patterson School, Rm. 469 P.O.T.; and/or are also
available on the Full Text Data base, or on reserve (see list attached at end of
syllabus). HOWEVER, STUDENTS ARE ALSO URGED TO DO THEIR OWN RESEARCH
READING WHEREVER THEY FIND RELEVANT MATERIALS.
REPORTS: Each member of the class will be assigned two presentations-*, either
individually or in tandem, with one week’s notice, based on material
suggested/provided by the instructor. This is to give added dimension to each class,
while developing your expertise at fast turn-around work. As part of the class grade,
students will be asked to prepare short lesson presentations and take questions on
the assigned reading.
TRIAL NEGOTIATION: Each person will be assigned to a negotiating team for a
practice negotiation on March 4. Short initial oral progress reports of these trial
negotiations will be made in class by each pair of negotiating teams on April 1, and
the longer, final report in class on April 15. Timing, context and duration of these
reports will be set forth in the information sheet for the negotiating exercise.
SOURCE/TEXT BOOKS: (available at bookstores or AMAZON.COM)
Jacob Bercovitch, Resolving International Conflicts, Lynne Rienner, 1996
(referred to below as RESOLVE)
Raymond Cohen, Negotiating Across Cultures: Communications Obstacles,
Institute of Peace, 1991 (referred to below as Cohen)
Roger Fisher, Getting to YES: Negotiating Without Giving In, Penguin
books, 1987 (referred to below as YES)
John S. Odell, Negotiating the World Economy, Cornell Paperbacks, 2001
(referred to below as ODELL)
Susan Schneider & Jean Barsoux, Managing Across Cultures, Simon &
Schuster, 1997 (referred to below as MANAGING)
Bridget Starkey, et. Al., Negotiating in a Complex World, Rowman &
3
Littlefield, (referred to below as COMPLEX)
In addition, you are expected to keep up with relevant current events by
reading the appropriate sections of at least one daily newspaper and one weekly
newsmagazine, such as the Economist, Newsweek, or Time.
A Young Library reserve reading list is appended to this syllabus: non-book
items listed may also be found in the Student Room, POT 469
TOPICS AND READINGS:
Jan. 15
Negotiation and Bargaining
COMPLEX, ch. 1-3
YES, intro, ch. 1
RESOLVE, intro, ch. 1
Sumati Reddy, “international negotiation strategies,” (In box, Rm 469)
Jan. 22
Negotiation Processes
YES, chs 2-4
RESOLVE, chs. 2-3
ODELL, intro, Ch. 1
Reddy, “Trust Building in interorganizational Negotiations,” (in box)
Jan. 29
Bases of Negotiating
COMPLEX, chs 4,5
YES, ch. 5-8, pp. 147-8
ODELL, chs, 2 and 3
Reddy, “Power, Culture and preparation in International Organzations,
(in box)
“Conquistador, Tourist, and Indian,” Fr. Thomas Merton (from A Thomas
Merton Reader, Tom P. McDonnell (ed), pp. 305-310. (In Box)
Feb. 5
Mediation and Negotiation
RESOLVE, ch. 9, 11
ODELL, chs 4 and 5
“Place, Culture, and Peace,” (in 469 box)
“Management of a Conflict System: The Church of the Holy Sepulcher,“
by Raymond Cohen, paper (in 469 box),
Feb. 12
Cultural Aspects of Negotiation
Cohen, forward, chs 1-5
RESOLVE, ch. 5
Lawrence E. Harrison, “Culture Matters,” The National Interest,
4
Summer 2000 pp. 55-65 (in 469 box)
“The Idea of Diplomatic Culture and its sources,” Paul Sharp, paper (in box)
MANAGING, preface and chs. 1-3
Feb. 20
Blending Cultural Aspects and Negotiational Reality
Cohen, chs 6-10
Jean Bonthous, "Understanding Intelligence Across Cultures," International
Journal of Intelligence and Counterintelligence, Fall 1994, pp 7-34 (In box)
RESOLVE, ch. 8
REDDY, Ch. 4
Feb. 26
Negotiating Types and Styles
RESOLVE, chs 7 and 10
COMPLEX, ch. 6
“Argument and History: Indian Culture of Dispute, Amartya Sen, The New
Republic, Aug. 8, 2005, (in 469 Box)
“Pax Americana: Bumping into Diplomatic Culture,” Geoffrey Wiseman,
International Studies Perspectives (2005) No. 6, pp 409-430 (in 469 box)
National Style selection--read article on one country or culture from any
country on the reserve list (papers in Rm. 469 box & see also REDDY
chs. 6-8) BE PREPARED TO DISCUSS YOUR COUNTRY’S CULTURE
March 4
MIDTERM: NOTE: THERE WILL BE A 90-minute MIDTERM EXAM
DURING THIS CLASS -- BRING
!!!!!!!!!!
*****************Week of March 12-16: MIDTERM BREAK**********
March 18 __Negotiation and Organization -- MOCK CROSS-CULTURAL
NEGOTIATION- Faber VS India. Plus trial negotiation teams assigned)
MANAGING, chs. 4-6
March 25
Conflict Resolution
RESOLVE, ch. 9, 11
Michael Desch, “Culture Clash: Assessing the Importance of Ideas in
Security Studies?” International Security, summer 1998, vol. 23,
no. 1, pp. 141- 170, (in 469 box)
ODELL, Chs. 6 and 7
April 1
Multilateral and Coalition Negotiations
(Interim trial negotiation reports due)
5
RESOLVE, ch. 4
“Coalitions and Representative Bargaining,” Gary Goodpaster (in 469 box)
Mingst and Warkentin, “What Difference Does Culture Make in Multilateral
Negotiations? In Global Governance 2 (1996, (in 469 box)
ODELL, Chs 8 and 9
April 8
Commercial and Other Private Sector Negotiation Variants
MANAGING, chs 7,8,9, &10
John Stempel. “The American view of negotiation, it’s virtues and its vices”
(in box)
April 15
Trial Negotiation Presentations (No assigned reading)
April 24
Guided dialog and Concluding Discussion