Cross-Cultural Negotiation Management

Paper Summary:

This paper discusses a new way of solving conflicts through framing, defined as the interpretation of conflict from various standpoints. Using a conflict observed firsthand in the workplace as an example, the author demonstrates how framing works in providing a resolution to conflict. Different types of frames, such as identity, characterization and power, allow a conflict to be seen in different ways. The author explains how the situation under review was resolved, and concludes with noting that this case clearly showed that, although peaceful and civilized communication is important, one also needs to stand up for oneself, respectfully but firmly, in order not to be ignored.

Outline:
The Parties
The Issues
Framing of the Conflict
Alternative Framing Possibilities
Critical Incidents

From the Paper:

"Framing the conflict can be achieved from numerous standpoints, but given the characteristics of this particular conflict, the most relevant frame would be that of identity. This basically means that the two parties have different identities and the conflict could have even arisen due to their appurtenance to different groups. In this particular case then, it becomes obvious that each individual belongs to a different group, serving different interests. The head of the sales department belongs to the managerial team, and his focus falls on the company's success onto the market. This success also implies an increased cost efficiency, which, in the eyes of the employee, could explain his interest in granting lowered wages. The employee on the other hand, is a simple individual with personal interests."

Sample of Sources Used:

• Gilboa, E., 2002, Media and Conflict: Framing Issues, Making Policy, Shaping Opinions, Transnational Pub
• Kaufman, S., Elliot, M., Shmueli, D., 2003, Frames, Framing and Reframing, Beyond Intractability, http://www.beyondintractability.org/essay/framing/ last accessed on September 15, 2008
• 1998, General Information About Framing, University of Colorado, http://www.colorado.edu/conflict/peace/problem/framing.htm last accessed on September 15, 2008

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• Research Paper # 114525 : "Managing Communication in Business"

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