Breaking Barriers in Getting to Yes: Using Immersive Media for Cross-cultural Negotiation Training

Abstract

Negotiation is an interaction between two or more parties in which the overall objective is to achieve a better overall outcome than what the parties can accomplish individually. An example of a productive negotiation would be assuming additional responsibilities in exchange for a promotion and salary increase in the near future. Being able to negotiate with agility under a variety of circumstances is a crucial strategic skill for success in personal or professional endeavors. In intercultural situations, these interactions are particularly complex due to the power imbalances brought about by culturally-influenced factors such as gender, race, and socioeconomic standing. Much research has been conducted on the underlying interactions of cross-cultural negotiations, pinpointing
similarities and differences in the emotional, tactical, and ethical mental models used by different peoples. Traditional negotiation curricula, often offered in graduate programs, do not readily and holistically address the cultural and identity elements of these interactions, which can put trainees at a disadvantage. Our design-based research study intends to provide initial insights into how immersive media might be leveraged to provide mentoring and practice for improving cross-cultural negotiations among workers and employers.