LGST 489
Alternative Dispute Resolution (OCW)


LGST 489
Alternative Dispute Resolution (OCW)

Study Guide

Unit 5 – Negotiation in Practice

Overview, Learning Objectives, and Reading Assignments

I never accept a first offer - cartoon

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.

The reporter survived the ordeal and has written a book about it. In this interview, she talks about communicating in a coercive situation.

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?

Learning Objectives

When you have completed Unit 5, you should be able to achieve the following learning objectives.

  1. Describe ways in which negotiations are used in real-life situations.
  2. Explain the use of negotiation skills in resolving a crisis situation.
  3. Describe how negotiation skills and styles may differ according to gender and culture.
  4. Identify and explain the kinds of ideologies that may contribute to confusion and biases in negotiations.
  5. Identify and explain the systemic inequities that create difficulties for women and cultural minorities.
  6. Describe some ways of considering gender and cultural differences and inequities in a negotiation.
  7. Identify and explain the ethical requirements of a negotiator.

Reading Assignment

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.