Power and negotiation between different cultures presenting a decision-making tool
Name
849899455-MIT.pdf
Description
Full printable version
Size
3.97 MB
Format
Adobe PDF
Checksum (MD5)
d7eecd48c9f5c0bc7c20cd3bfd8bf69b
Author(s)
Granot, Omer
Advisor(s)
Ofer Sharone.
Date Issued
2012
Publisher
Massachusetts Institute of Technology
Abstract
The first step in negotiation is the information gathering and investigation, very often the investigation stage is not done properly, the negotiator has to decide about the goals, which information he can share, need to determine the BATNA (Best Alternative To a Negotiated Agreement), learn about the person/team he will be negotiation with. In additional there are also differences in how people from different cultures use information and communicate during the negotiation, ignoring the culture differences can be major mistake. This research evaluate the option of using decision-making negotiation tool for the investigation stage and for negotiation process, the thesis provides design and features set for tool based on research done and feedback from potential users, the paper illustrate the negotiation culture differences between American and Israelis, and how it should be embedded in tool. Survey and interviews concluded to collect feedback from people in different industries, on culture differences between American and Israelis and on how negotiators are interested in tool for negotiation. Finally, results analyzed to determine future actions, consider culture differences and user's need for negotiation tool.
Description
Thesis (S.M.)--Massachusetts Institute of Technology, Engineering Systems Division, 2012.
Cataloged from PDF version of thesis.
Includes bibliographical references (p. 40-41).
Subjects
Engineering Systems Division.
MIT Department
Massachusetts Institute of Technology. Engineering Systems Division
Terms of Use
M.I.T. theses are protected by
copyright. They may be viewed from this source for any purpose, but
reproduction or distribution in any format is prohibited without written
permission. See provided URL for inquiries about permission.
copyright. They may be viewed from this source for any purpose, but
reproduction or distribution in any format is prohibited without written
permission. See provided URL for inquiries about permission.
Persistent DSpace Link
