Cross-Cultural Negotiation during NATO Week in Armenia

Within the framework of the NATO Week in Armenia, the Extension Program of the American University of Armenia, in collaboration with the RA Ministry of Defense and NATO, has organized a two-day workshop on Cross-Cultural Negotiation.  Over 20 civil servants and military officers from Armenia and Georgia participated in the two-day workshop, delivered by AUA Extension Program Dean Dr. Arpi Balian and CEN Yerevan Director Stepan Khzrtian.

On Day 1, delivered by Dr. Balian, participants were primed on the basics of negotiation and the negotiation process as a crucial element to productive results in negotiation. Strategies for improving personal negotiation skills were elaborated, cumulating in an interactive negotiation simulation.

On Day 2, delivered by Stepan Khzrtian, participants were taken through two primary layers of negotiation know-how: Understanding the Individual and Understanding the Negotiation Culture. In the first part, participants explored the concept of partisan perception, as part of Understanding Oneself, and the role of values and norms in negotiation, as part of Understanding the Other. In the second part, the learning of the first part was expanded to apply to whole cultures rather than just the individual. What values, norms and beliefs define different cultures? How were values different from stereotyping heuristics, and why was the former more important than the latter?

The day cumulated with an interactive exercise where groups elaborated on their perspectives of negotiation cultures in four NATO countries — France, Germany, Italy, and the United States. Two further groups — one with Armenian participants and the other with Georgian participants — presented their perspectives on Georgian and Armenian negotiation cultures, respectively, inviting the feedback of the other cultural group. The exercise was summed up with an elaboration of the ten factors which influence negotiation culture, based on The Global Negotiator, the seminal book by Jeswald Salacuse.

0 replies

Leave a Reply

Want to join the discussion?
Feel free to contribute!

Leave a Reply

Your email address will not be published. Required fields are marked *