It is important to understand the basic principles of negotiation and conflict resolution because contact between individuals and organizations from different cultures often results in business arrangements that require some form of joint action. Negotiation is the process of bargaining between two or more parties to reach a solution that is mutually acceptable. Conflict resolution is necessary when there is an impasse in negotiations, often the result of cultural differences between the parties, as well as disagreement over technical aspects of a business transaction.

There are a variety of approaches to negotiation as well as different approaches to conflict resolution. Often, these reflect not only cultural preferences but also the personal characteristics of participants in a negotiation. The following Web sites discuss these issues:

1. http://www.pon.harvard.edu/

   This Web site provides an overview of the Harvard Project On Negotiation. It gives an idea of the extensiveness of the use of negotiations which range from business deals, to resolving racial conflicts, and promoting the use of negotiation to achieve world peace. A useful feature of this site is the Clearinghouse that provides an overview of the materials developed by the Harvard project.
   
   

2. The Centre for Conflict Resolution
   http://www.gsm.mq.edu.au/

   The Macquarie Graduate School of Management in Australia maintains this Web site. It includes abstracts of working papers by the Macquarie faculty on various topics in conflict management and links to the Institute for Conflict Analysis and Resolution at George Mason University in the United States, and the University of Kent in Canterbury, England.

This exercise creates a situation that requires negotiation skills and, depending on the nature of interaction that develops among the participants, conflict resolution.

The exercise requires the following items:

• One bag of pretzels
• One scissors
• One large can of juice or other drink
• One can opener
• Five paper or plastic drinking cups

Note: The bag of pretzels can only be opened with the scissors.

Procedure: Five voluteers from the class are each given one of the above items.

Objective: The objective is to provide all members with a drink and pretzels. However, only those who contribute an item can consume the juice and pretzels.

Analysis: The non-participating classmembers should observe the interaction among the group and attempt to analyze their negotiating strategies and conflict resolution techniques. After they present their commentary the group members should reflect on their behavior. (If possible, it is useful to focus the analysis on ways that culture influences negotiation and conflict resolution).

Learning: Depending on the outcome of the first simulation and the time available, it is often useful to use a different group of students for a second trial to determine what, if anything, was learned from the efforts of the first group. Of course, another set of materials is needed (minus the can opener).

Identify your preferred style of conflict management in a short paper (two or three pages). Also, attempt to determine factors that influence or alter your conflict style. For example, do you manage conflicts with superiors differently than with peers? Do you manage conflicts with the opposite gender differently than with those of the same gender? Does your awareness of cultural differences influence your approach to interpersonal or group conflict?

• Use the Web sites listed above as well as others under the topics of negotiation and conflict resolution as data sources for your paper.