***Apologies for cross-posting***
Dear colleagues,
This wonderful multi-issue intercultural negotiation activity involves a Turkish delight "lokum" as part of the negotiation process!
You can find the activity on NTR
https://www.negotiationandteamresources.com/
💯Is it scored?
Yes, there is a scoring sheet.
🧑🎓How many roles?
Three roles: French entrepreneurs, Armenian goldsmiths, and a Turkish Interpreter.
✅ Any requirements?
A box of Turkish delights needs to be brought into the class.
🎯What are some key learning goals?
This exercise illustrates how cultural differences can influence the development of new business relationships. Students will learn how showing respect and establishing a personal relationship can promote business relationships between potential partners from Western and Turkish or Middle Eastern cultures, typically characterized as low-trust ones. In this simulation, the deal-focused relationship comes first for the French entrepreneurs while building a personal relationship is primary for the Armenians. The simulation also emphasizes the benefits of cultural bridges ranging from cultural artifacts to individuals who connect and interpret different cultures.
💻 What course level best applies to?
We have successfully used it with both undergrad and master students. The activity can be used in courses such as Negotiations, Managing Across Cultures, and Organizational Behavior.
The activity is quite memorable and students mention it positively in the course evaluations.
I plan to do a teaching demo in IACM Singapore on the 26th of June. If you cannot attend, I am happy to respond to any questions regarding the activity. You can e-mail me: mtomprou@cmu.edu
🌟Overview
Turkish Delight is a multi-issue intercultural negotiation exercise. French entrepreneurs want to source fine jewelry from Armenian goldsmiths located in Turkey. The French do not speak Turkish and the Armenians speak Turkish but not French. The French seek a business relationship with the Armenians and have brought along a Turkish friend to interpret in their meeting. All communications must go through the interpreter. The exercise illustrates how cultural differences affect negotiators' interests, priorities, and outcomes. It also illustrates how negotiators may need an interpreter not just to interpret language, but also to interpret culture.
Best Regards,
Maria Tomprou
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Maria Tomprou, PhD
Tepper School of Business
Carnegie Mellon University
Pittsburgh, PA
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