This assignment is to help you understand the agreement and its provisions.
Reflective reading is an influential tool for learning and increases engagement and participation among students.
Your submission can be in writing, or it can be a video or audio recording.
The assignment has three requirements:
Requirement 1: Read the US-ROK Nuclear Agreement. Choose the three most important aspects (concepts, issues, factual information, etc.) of the reading, and describe them, justifying your choices.
Requirement 2: Identify two aspects of the agreement that you don’t understand. Briefly discuss why these confusing aspects interfered with your understanding of the reading. Put them in priority order and limit your submission to the two most important ones.
Requirement 3: Pose a question to the text’s author (this will not go to the author, but will be discussed in class). The question should go beyond the reading content, reflecting your curiosity about the topic. It should reveal what you think are the implications of the agreement.
The completed assignment should be submitted in electronic form (word, video or audio file) before class on Tuesday, October 29.
An opening statement can help set the tone for the negotiations. The statements should contain the team’s expectations for the meetings, why they have agreed to participate in the process, and their expectations regarding their relationships.
Your assignment:
Read the sample opening statements
Each team member will write an opening statement
It should be emailed to the instructor by Monday, Dec. 2, 6:00pm
Practice delivering your opening statement
The statement should include:
Addressing the venue and the participants
Framing the context of the negotiations to support your positions, goals in the negotiation (e.g., historical context; recent events; legal instruments, treaties, frameworks, etc.)
Acknowledging mutual interests
Framing the issues to be discussed (the agenda) in support of your positions, goals in the negotiation
Judicious use of rhetorical devices for persuasion (i.e., not overly persuasive or emotional, but compelling)
Acknowledging the value of the other side
Setting a positive tone
Each team member will read an opening statement at the beginning of the negotiation.
Watch Miles Pomper talk about looking beyond impasse.
Looking Beyond Impasse
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Question 1 of 5
1. Question
1 points
According to Miles, South Korea has started to become an exporter of what?
Correct
Although fuel ponds are part of nuclear power plants, South Korea exports the entire plant.
Incorrect
Although fuel ponds are part of nuclear power plants, South Korea exports the entire plant.
Question 2 of 5
2. Question
1 points
Fill in the blank with one of the choices below.
Miles says that the nuclear industry is an important and financially ______________ one.
Correct
Profitable and lucrative mean the same thing, but Miles uses the word lucrative.
Incorrect
Profitable and lucrative mean the same thing, but Miles uses the word lucrative.
Question 3 of 5
3. Question
1 points
Korean reactors are based on a design by what American company?
Correct
Miles mentions Westinghouse as the American company whose nuclear reactor design was adopted by the Koreans. Miles is suggesting that due to this connection, the US and Korea could take on collaborative efforts for being successful in the nuclear trade.
Incorrect
Miles mentions Westinghouse as the American company whose nuclear reactor design was adopted by the Koreans. Miles is suggesting that due to this connection, the US and Korea could take on collaborative efforts for being successful in the nuclear trade.
Question 4 of 5
4. Question
1 points
The US and the ROK have been at an impasse over Korea’s interest in pyroprocessing and enrichment. Which of the following constructive options does Miles suggest could be addressed to get beyond the impasse while joint research is done on pyroprocessing?
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Question 5 of 5
5. Question
1 points
Miles compares deep borehole disposal to what?
Correct
Miles compares deep borehole disposal to the Deep Horizon deep oil drilling platform in the Gulf of Mexico.
Incorrect
Miles compares deep borehole disposal to the Deep Horizon deep oil drilling platform in the Gulf of Mexico.
Watch Miles talk about framing the issue, then take the quiz and do the graded assignment, below.
Framing the Issue Toward a Joint Solution
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1. Question
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Miles says the issue between South Korea and the US has been framed incorrectly. This is a positive assertion and a very direct disagreement with the way the issue has been framed in the past. What technique is Miles using to turn the discussion around to support his position?
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Question 2 of 6
2. Question
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Miles then refers to the approach being taken by the current South Korean president as more focused and more useful. By mentioning President Park, Miles is providing all the following to his argument except what?
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Question 3 of 6
3. Question
1 points
Fill in the blank with one of the choices below.
According to Miles, in the past, the issue has been framed as an emotional one focusing on sovereign rights rather than corporate issues. Using this comparison, Miles can make the counterpart’s arguments less _______________ than his own.
Correct
From a Western perspective, emotional issues carry less legitimacy than logical ones. While emotional responses can be sincere, collaborative and even feasible, they are not associated with being logical.
Incorrect
From a Western perspective, emotional issues carry less legitimacy than logical ones. While emotional responses can be sincere, collaborative and even feasible, they are not associated with being logical.
Question 4 of 6
4. Question
1 points
Miles then lists three short-term problems facing Korea as examples of the concrete issues that need attention in the negotiations. By doing this, what effect is Miles creating?
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Incorrect
Question 5 of 6
5. Question
1 points
Miles then offers a recommendation or suggestion about how to deal with those concrete issue. He says that European companies looking for investors could pose what kind of a solution for both South Korea and the US as partners in the nuclear supplier industry.
Correct
Incorrect
Question 6 of 6
6. Question
1 points
At this point, Miles has developed his argument from a competitive stance to a collaborative one. How does he drive home his position in the end?
Correct
He is offering a solution in the end to drive home his point.
Incorrect
He is offering a solution in the end to drive home his point.
Follow the link to instructions on writing your opening statement.
Persuasive Closing Statement: The Girl in the Cafe
Analyze the closing statement for persuasive techniques and rhetorical devices we discussed in class. What words or phrases were used to communicate these elements?
[youtube.com/watch?v=ClXKsvZhXoU&w=260&h=160]
Graded Assignment
Record Your Opening Statement
Creating your closing statement will need to wait until the final day of negotiations, when you can address the proceedings and outcomes. For this assignment, you will record your Opening Statement, which can be prepared ahead of time to frame the negotiations. Before completing this assignment, you should have:
Received feedback from your instructor on your written Opening Statement
Revised your Opening Statement based on instructor and peer feedback.
To complete this assignment, please click on this link: Sansspace
Avoiding and Responding to Communication Breakdown
When communicating across cultures, it is easy to fall into the pitfalls of intercultural differences in how people should communicate, levels of politeness and rhetorical orientations.
In “An Analysis of an Intercultural Communication Breakdown,” Zhu Yunxia and Peter Thompson use the above model for analysis of intercultural issues between high-context and low-context cultures.
Cultural Differences in High- and Low-Context Cultures
Internalized, implicit messages; indirect (high)
Explicit messages; direct (low)
Rhetorical Orientations
Remember Aristotle’s orientations for persuasion? High-context cultures focus more on relationships, feelings, and social status when attempting to be persuasive. Low-context cultures focus more on logic of an argument.
High Context
Ethos: character, status, social conventions
Pathos: emotions, feelings
Low Context
Logos: reason and logic
Politeness Principles
What is considered polite varies from culture to culture. Cultures differ in:
Who is in the legitimate position to make a request, offer an invitation, etc.
What phrases are used, if any, to mitigate the face threat
Rules for making the other speaker comfortable
Need for harmony (high context) vs individuality (low context)
Prevention and Repair
How can we try to prevent communication breakdown, and how do we repair the situation once a breakdown has occurred?
A sampling of repair strategies:
Repetition
Paraphrase
Clarification requests and Confirmation checks
Comprehension checks
(Schegloff et al., 1977; Schegloff, 2000; Nagano, 1997; Drew, 1997).
1. Repetition. Repeat what the other person says as closely as you can recall. Be sure you have heard correctly.
2. Paraphrase. Rephrase what others say in your own words to confirm your understanding.
3. Clarify and Confirm that you have heard or understood correctly. You might define key terms. E.g., “what do we mean by takeaway?”—can save time and energy later on.
Going back to what you just said about … could you clarify what you mean?
So, correct me if I’m wrong, but did you say …
I’m sorry, could you go over that again?
Excuse me, but I must have misunderstood what you said, do you mean that…
What exactly do you mean by …
4. Comprehension checks. Check with your counterparts to be sure that you understood what they said and that they understood you.
Does that make sense?
Could you explain how you understand this point?
Let me be sure I understand what you are saying …
Correct me if I’m wrong, but do you mean…
Other Hints:
Never assume. Don’t take it for granted that everyone is using terms or understanding concepts in the same way. Always double-check.
Try not to rush. If you seem rushed and distracted while communicating with others, they may feel offended. If you can’t avoid being rushed, provide a brief explanation about why you are busy but emphasize that they are important to you and arrange for a follow up meeting or phone call.
Encourage questions. Make your counterpart feel comfortable and safe to ask questions. Conversely, if you are unsure or unclear about something, always ask.
Practice active listening. Back channeling is a technique in English to let your counterpart know that you are listening and understanding. However, back channeling can be interpreted as interrupting by people from high-context cultures. Eye contact is also culturally sensitive. Ask questions, invite questions, ask someone to provide a brief recap of what was said. Actively engage your mind so you really listen. Afterwards, be ready to ask for clarification or examples if there is anything you don’t understand.
Reference: Zhu Yunxia, Peter Thompson. (2000) Invitation or sexual harassment? An analysis of an intercultural communication breakdown. M/C: A Journal of Media and Culture 3(4). <http://www.api-network.com/mc/0008/invitation.php>
What do cultural dimensions have to do with mindfulness and communicating across cultures in negotiation?
To be mindful communicators, individuals need to recognize the value systems that influence others’ self-conceptions. They need to be open to a new way of identity construction. They need to be prepared to perceive and understand a behavior or problem from others’ cultural and personal standpoints. Mindful communicators need to be on the alert for the multiple perspectives that typically exist in interpreting a cultural collision episode (Ting-Toomey, 2004).
We recognize and study cultural and personal dimensions in our negotiation case:
value systems
self-conceptions
identity construction
cultural and personal standpoints
multiple perspectives
And apply that knowledge to linguistic and paralinguistic practices in negotiation:
mindful attention
listening
reframing
collaborative dialogue
In this lesson, you’ll interact with material for each of the four practices above. Then you’ll put it all together for a Strategy for Negotiation Mindfulness in the Graded Assignment.
Mindful Attention
Mindful attention begins with understanding our own mindfulness strengths and areas needing improvement.
Listening is more than just hearing. How can we listen deeply to understand our counterpart’s negotiation orientation and frame.
Listen to this video, then take the quiz
TED Talk on Listening
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Question 1 of 8
1. Question
1 points
According to the speaker, how much of our communication time do we spend listening?
Correct
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Question 2 of 8
2. Question
1 points
How much of what we listen to we actually retain, or remember?
Correct
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Question 3 of 8
3. Question
1 points
Compete the following:
According to the speaker, listening is making (meaning) from sound; it is a mental process of (extraction).
Correct
Extraction is the act or process of getting something by pulling it out, forcing it out. So we are “pulling out meaning” from the sounds.
Incorrect
Extraction is the act or process of getting something by pulling it out, forcing it out. So we are “pulling out meaning” from the sounds.
Question 4 of 8
4. Question
1 points
Match the description of listening to the category:
Sort elements
Pattern recognition
Differencing
Filtering
You’re in a crowded and noisy party with many people talking and other noises. It all just sounds like noise until you hear someone call your name.
A woman is sitting on a park bench reading. Behind her a gardener is using a loud machine to blow away leaves. But she is absorbed in her book until two people sit nearby with a loud radio. “Turn that down!” she yells.
An international student is having a conflict with his professor. The department chair passes by and says, “If you have anything that you ant to discuss, come to my office.” The department chair intended to mean “sometime in the future.” But what the student heard was that he was welcome to come that very moment.
Correct
Pattern recognition is hearing sounds that are repeated, such as your name. We can hear these patterned sounds above other sounds. Differencing is hearing sound differences from other sounds; we tend not to hear the sounds that remain the same (such as the leaf blower). Filters are what we pay attention to while listening, such as our judgments about the speaker, culture, context, etc. Filters include: culture, language, values, beliefs, attitudes, expectations, intentions.
Incorrect
Pattern recognition is hearing sounds that are repeated, such as your name. We can hear these patterned sounds above other sounds. Differencing is hearing sound differences from other sounds; we tend not to hear the sounds that remain the same (such as the leaf blower). Filters are what we pay attention to while listening, such as our judgments about the speaker, culture, context, etc. Filters include: culture, language, values, beliefs, attitudes, expectations, intentions.
Question 5 of 8
5. Question
1 points
One of the speaker’s slides said, “Sonority is time and meaning.” Which of the following is the best description of “sonority”?
Correct
According to the speaker, sound places us in space and time; sounds and micro sounds make us aware of the size of a room, the number of people in the room. In this way, listening is main way we experience the flow of time from past to future. Therefore, sonority, or full sound, is time and meaning.
Incorrect
According to the speaker, sound places us in space and time; sounds and micro sounds make us aware of the size of a room, the number of people in the room. In this way, listening is main way we experience the flow of time from past to future. Therefore, sonority, or full sound, is time and meaning.
Question 6 of 8
6. Question
1 points
Complete this sentence with one of the choices below:
When we are ___________________, it is harder to pay attention to the quiet.
Correct
Incorrect
Question 7 of 8
7. Question
1 points
Which of the following can we create when we engage in conscious, or mindful, listening?
Correct
Incorrect
Question 8 of 8
8. Question
1 points
The speaker promoted an acronym, RASA, as a way to remember how to listen mindfully and actively to others. Match the actions with the four elements in RASA.
Sort elements
Receive
Appreciate
Summarize
Ask
Listen with attention
Provide feedback, such as back-channeling
Restate what the counterpart has said
Pose questions to ensure understanding
Correct
Incorrect
Use this information in your Graded Assignment.
Reframing
Reframing is a way to diffuse emotional language and change the assumptions underlying the negotiation orientation of the counterparts.
After watching the video on Reframing, take this quiz.
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Question 1 of 6
1. Question
1 points
What happens when parties in a negotiation get “locked into” a position?
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Question 2 of 6
2. Question
1 points
Security, safety, love, and self-fulfillment are examples of what?
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Question 3 of 6
3. Question
1 points
How does the speaker say we can get beyond positions to understand interests?
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Question 4 of 6
4. Question
1 points
The speaker says that through reframing, a mediator can diffuse some of the emotion and help parties understand each other better. What is a good synonym for diffuse?
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Question 5 of 6
5. Question
1 points
One side in a dispute said, “I can’t believe that cheater has taken my property.” What is the main emotion word in this sentence?
Correct
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Question 6 of 6
6. Question
1 points
A teacher accused a school of treating him badly. He said, “I can’t believe that you’ve taken a long-time teacher and thrown him away in this fashion.” What are the underlying needs of the teacher?
Correct
Incorrect
Use this information in your Graded Assignment.
Collaborative Dialogue and the Middle Way Approach
Joint decisions shift the focus from separate interactive actions to group actions. Collaboration emphasizes direct communication of interests, aspirations, expectations, beliefs, and visions of the future. Open communication allows for enhanced creativity in the actions negotiators take and the decisions they make. Negotiators can invent new strategies, create new alternatives, and develop new ways of implementing agreements. (Smutko)
The principles of collaborative dialogue and the Middle Way approach are overlapping and complementary. They emphasize collaboration, mutual interest, open and respectful communication, and creativity.
Write a self-assessment of your mindfulness strengths and areas needing more improvement. Use your scores from the mindfulness survey, above. In the conclusion, describe how you will use observation, description, awareness, and judgment, as well as mindful listening, in the negotiation. This should be approximately 300-500 words.
Imagine the cultural and personal dimensions of your team and of your counterparts in the negotiation, as well as both sides’ potential concessions and BATNA. Create a dialogue between you and one or more counterparts regarding an issue in the negotiation. Your dialogue can include both collaborative and competitive approaches, but you must employ mindful speech, reframing, and collaborative dialogue and Middle Way approach for your side of the negotiation. With one or more team members, record this dialogue and upload to sans space. It should be no longer than 2 minutes.
References this page
Collaborative Dialogue: L. Steven Smutko, Natural Resources Leadership Institute, NC State University. 2005, http://www.ncsu.edu/nrli/decision-making/projects/documents/NegotiationCollaborativeProblemSolving.pdf
Ting-Toomey, S. (2004). Translating conflict face-negotiation theory into practice. In D. Landis, J. Bennett, & M. Bennett (Eds.), Handbook of intercultural training (3rd ed., pp. 217-248). Thousand Oaks, CA: Sage.
Follow this link to the Hofstede Centre website. Professor Geert Hofstede “conducted one of the most comprehensive studies of how values in the workplace are influenced by culture.”
Cultural Dimensions Comprehension Check
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1. Question
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Which cultural dimension is reflected in the following statement?
The fundamental issue is how the society handles inequalities among people.
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Question 2 of 6
2. Question
1 points
Which cultural dimension is reflected in the following question?
Does the society focus on quick results or on making investments in the future?
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Question 3 of 6
3. Question
1 points
Which cultural dimension is reflected in the following question?
Is the society more competitive, or is it consensus-oriented?
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Question 4 of 6
4. Question
1 points
Which cultural dimension is reflected in the following question?
Does the society try to control the future, or just let it happen?
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Question 5 of 6
5. Question
1 points
Which cultural dimension is reflected in the following question?
Does the society seek to satisfy basic human drives, or regulate them with strict social norms?
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Question 6 of 6
6. Question
1 points
Which cultural dimension is reflected in the following question?
Does the society expect its members to fend for themselves or does it provide a tightly knit in-group?
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Incorrect
High Context & Low Context Cultures
This webpage High Context vs Low Context Culturesprovides a list of behaviors generally found inhigh and low context cultures. As the website notes: “… few cultures, and the people in them, are totally at one end of the spectrum or the other.They usually fall somewhere in between and may have a combination of high and low context characteristics.”
High-Context vs Low-Context Quiz
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1. Question
5 points
Match the high-context/low-context categories to their descriptions:
Sort elements
Association
Interaction
Territoriality
Temporality
Learning
How people relate to each other
How people communicate with each other
How people treat space
How people treat time
How people accumulate knowledge
Correct 5 / 5Points
Incorrect / 5 Points
Question 2 of 2
2. Question
10 points
Match the high-context (HC) and low-context (LC) categories to the statements below:
Sort elements
Association (LC)
Interaction (LC)
Territoriality (HC)
Temporality (HC)
Learning (LC)
Association (HC)
Interaction (HC)
Interaction (LC)
Association (HC)
Territoriality (LC)
One's identity is rooted in oneself and one's accomplishments.
Verbal message is explicit and direct.
Space is communal; people stand close to each other, share the same space.
Time is not easily scheduled; needs of people may interfere with keeping to a set time.
Speed is valued. How efficiently something is learned is important.
How things get done depends on relationships with people and attention to group process.
High use of nonverbal elements; voice tone, facial expression, gestures, and eye movement carry significant parts of conversation.
Disagreement is depersonalized.
Social structure and authority are centralized; person at top works for the good of the group.
Space is compartmentalized and privately owned; privacy is important, so people are farther apart.
Correct 10 / 10Points
Incorrect / 10 Points
Expert Interviews
Watch the interviews and take the quizzes
Example of Power Distance
Power Distance Quiz
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In this interview, Geert Hofstede uses what country(ies) as an example of a large degree of power distance?
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Complete the following sentence:
In his example, the authorities in the example country reacted to an author who __________.
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3. Question
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Complete the following sentence:
Hofstede says that in this case, Western countries would preach __________.
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4. Question
1 points
Complete the following sentence:
According to Hofstede, the authorities were threatened by the author’s __________.
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Long-term vs Short-Term Orientation
Long Term vs Short Term Quiz
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What is the setting for the example of long-term vs. short-term orientation that Dr. Hofstede discusses?
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2. Question
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How did the Americans try to solve the financial crisis?
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3. Question
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How did the Europeans and Chinese try to resolve the financial crisis?
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4. Question
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Which of the following is a true statement?
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Indulgence vs. Restraint
Indulgence vs Restraint Quiz
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1 points
Hofstede says that this dimension covers one aspect of culture which has been researched by whom?
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Question 2 of 4
2. Question
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Hofstede discusses one aspect that didn’t play an important role in the original dimensions. That aspect is it?
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What are some other aspects that are linked to this one?
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4. Question
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How would you rate freedom of expression in low-indulgence societies?
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Team Assignment: Case Study
View the video on the meeting between ROK President Park and Bill Gates. Also, read the articles below. With this information and what you have learned about cultural dimensions in this lesson, work with your team to develop a set of behavior protocols for the negotiating team to follow in order to show respect for both their own culture and that of the other side–without compromising the strengths of your position.
