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Managing for Responsibility by Kemi Ogunyemi, Merrill Csuri, Radha R. Sharma

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CHAPTER 13

Negotiation

The Role of Cultural Sensitivity

Uche Attoh and Chantal Epie

Managing groups effectively requires the capacity to obtain people’s willing collaboration and, in our global world, this calls for cultural sensitivity. The process of obtaining another person’s agreement is essentially one of negotiation (Epie 2005). We are therefore going to focus our reflections on negotiation skills to put into use when managing groups.

Let us consider two scenarios: one involving an out-group and another involving an in-group. The first episode was selected as a graphic illustration of the impact of culture on the way people seek to manage conflict with a hostile or exploitative out-group. Negotiation tactics may be very different in the ...

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