Negotiation and Dialogue Across Cultures - SIS 633-004
November 8-9, 2008
with Michelle LeBaron

This institute will explore negotiation and dialogue as ways of exploring and addressing issues and challenges within diverse organizations and communities. It will draw from new work on teaching and practicing negotiation arising from an international project and a new book, The Negotiator's Fieldbook. This new work suggests that the "tried and true" ways negotiation is typically taught are not necessarily the most effective ways to enhance negotiation skills, especially in a cross-cultural environment. It seems important to replace role-plays with experiential exercises that are more true to "real life", and to use methods that tap multiple approaches to negotiation. Expert negotiators approach problems in a variety of ways, and this skills institute will examine creative ways to negotiate as well as support participants to examine and broaden their repertoire of approaches.