Chapter 2.19. Merger Mania: Understanding Intercultural Negotiation

John Chesser

Goals

  • To provide an opportunity for participants to experience the effects that different organizational cultures have on negotiation.

  • To allow participants to experience how personal attitudes can obstruct the negotiation process.

  • To offer participants a chance to practice or observe an important skill in negotiation: uncovering the deeper issues beneath the surface facts.

Group Size

At least twelve participants: four company representatives, four negotiators, and four observers. Additional participants may be accommodated as observers or as suggested in the first item under "Variations."

Time Required

Two hours and five to ten minutes.

Materials

  • One copy of the Merger Mania ...

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