Unit 5 – Negotiation in Practice
In November 2008, CBC reporter Melissa Fung was kidnapped in Afghanistan. Even though all major media outlets knew about the kidnapping, they did not run the story at the request of the CBC so as not to compromise the negotiations.
Unit 5 explores the use of negotiation skills in specific contexts, including within police work involving crisis negotiations. This unit also examines concerns and issues pertaining to how negotiations may be practised differently—or whether they work at all—within intercultural situations or for women. Do negotiations sometimes fail because in our society our underlying ideologies make wrong assumptions and judgments about gender and culture? For example, do paternalistic or racist ideologies affect how gender and cultural minority issues are examined (or ignored) in negotiation contexts?
When you have completed Unit 5, you should be able to achieve the following learning objectives.
Adair, Wendi L., & Brett, Jeanne M. (2005). The negotiation dance: Time, culture, and behavioral sequences in negotiation. Organization Science, 16(1), 33–51.
Kirby, J. (1997). Would principled negotiation have saved Eve? A feminist analysis of getting to YES. Otago Law Review, 9(1), 122–143.
LeBaron, Michelle. (July 2003). Culture-based negotiation styles. Beyond Intractability. Guy Burgess & Heidi Burgess (Eds.). Conflict Information Consortium, University of Colorado, Boulder.
Milo-Locker, Shiri. (April 2004). “The decision to settle—balance, setoffs and tradeoffs between rational, emotional and psychological forces.”