ERIC Number: ED295434
Record Type: RIE
Publication Date: 1986-Apr
Making a Profit: Negotiations Training for Non-Native English Speakers.
In cross-cultural negotiation, the participants must have prior training in what is culturally and linguistically appropriate in order to avoid serious misunderstandings and impasses. While negotiation is a common form of business interaction, there are cultural and linguistic patterns that are not always shared. Analysis of American English negotiation found that it consisted of nine possible stages, four mandatory, and five underlying linguistic behaviors. The behaviors have a different impact depending on in which stage they occur. Materials designed for cross-cultural negotiation training must take the student through the stages and implicitly teach aspects of negotiation that lead to success, while not explicitly teaching negotiation structure or content. Discussion can include stereotypes, negotiation styles (aggressive vs. cooperative), and strategies and interactional techniques. Role-playing and simulation games are useful classroom tools for focusing on these factors, and worksheets for individual or cooperative use can be developed to accompany them. Videotaping and debriefing can also be illuminating. Negotiations can be optimally successful only when all participants are well-informed and understand each others' cultures and attitudes toward negotiations. (MSE)
Descriptors: Arbitration, Classroom Techniques, Communication Problems, Cultural Awareness, Cultural Context, Culture Conflict, Discourse Analysis, English (Second Language), Graduate Students, Instructional Materials, Interaction Process Analysis, Languages for Special Purposes, Negotiation Impasses, Persuasive Discourse, Second Language Instruction
Publication Type: Reports - Evaluative; Guides - Classroom - Teacher; Speeches/Meeting Papers
Education Level: N/A
Authoring Institution: N/A
Note: In: Proceedings of the Fifth Annual Eastern Michigan University Conference on Languages for Business and the Professions (see FL 016 586).