Power and negotiation between different cultures presenting a decision-making tool
Massachusetts Institute of Technology. Engineering Systems Division.
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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.
Thesis (S.M.)--Massachusetts Institute of Technology, Engineering Systems Division, 2012.Cataloged from PDF version of thesis.Includes bibliographical references (p. 40-41).
DepartmentMassachusetts Institute of Technology. Engineering Systems Division.
Massachusetts Institute of Technology
Engineering Systems Division.