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Time for a Differentiated Method for Intercultural Negotiations ? Research on the Universal Applicability of Getting to Yes
Existing negotiation literature attempts to provide readers with guidance on how to negotiate successfully, but does not take into account the increasing complexity of inter-cultural negotiations. To facilitate inter-cultural negotiations, this dissertation explored the universal applicability of th...
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| Format: | Thesis |
| Language: | English |
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Department of Public Law
2024
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| _version_ | 1867613191030177792 |
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| access_status_str | Open Access |
| author | Ratt, Yannic |
| author2 | Carels, Monique |
| author_browse | Carels, Monique Ratt, Yannic |
| author_facet | Carels, Monique Ratt, Yannic |
| author_sort | Ratt, Yannic |
| collection | Thesis |
| description | Existing negotiation literature attempts to provide readers with guidance on how to negotiate successfully, but does not take into account the increasing complexity of inter-cultural negotiations. To facilitate inter-cultural negotiations, this dissertation explored the universal applicability of the book Getting to Yes: Negotiating an Agreement without Giving In1 by Roger Fisher, William Ury and Bruce Patton, which has paramount significance in the negotiation literature, and ultimately proposed a differentiated method. Without a new perspective on the existing negotiation literature that promotes universal applicability, intercultural negotiations are repeatedly based on a false basic premise and an important further development of negotiation methodology is blocked. This dissertation therefore examined the universal applicability of the Getting to Yes method based on existing literature and made suggestions as to which approaches should be used in inter-cultural settings instead. As a result, this dissertation shows the reader the difficulties of inter-cultural negotiations and that not a uniform but a differentiated method is necessary to conduct them in a promising way. Accordingly, the proposed differentiated method can contribute to this. |
| format | Thesis |
| id | oai:open.uct.ac.za:11427/39840 |
| institution | University of Cape Town (South Africa) |
| language | eng |
| last_indexed | 2026-06-10T12:32:13.078Z |
| license_str | Not specified — see source repository |
| provenance_str_mv | Harvested via OAI-PMH from UCTD — University of Cape Town Open Access Repository |
| publishDate | 2024 |
| publishDateRange | 2024 |
| publishDateSort | 2024 |
| publisher | Department of Public Law |
| publisherStr | Department of Public Law |
| record_format | dspace |
| source_str | UCTD — University of Cape Town Open Access Repository |
| spelling | oai:open.uct.ac.za:11427/39840 Time for a Differentiated Method for Intercultural Negotiations ? Research on the Universal Applicability of Getting to Yes Ratt, Yannic Carels, Monique Commercial Law Existing negotiation literature attempts to provide readers with guidance on how to negotiate successfully, but does not take into account the increasing complexity of inter-cultural negotiations. To facilitate inter-cultural negotiations, this dissertation explored the universal applicability of the book Getting to Yes: Negotiating an Agreement without Giving In1 by Roger Fisher, William Ury and Bruce Patton, which has paramount significance in the negotiation literature, and ultimately proposed a differentiated method. Without a new perspective on the existing negotiation literature that promotes universal applicability, intercultural negotiations are repeatedly based on a false basic premise and an important further development of negotiation methodology is blocked. This dissertation therefore examined the universal applicability of the Getting to Yes method based on existing literature and made suggestions as to which approaches should be used in inter-cultural settings instead. As a result, this dissertation shows the reader the difficulties of inter-cultural negotiations and that not a uniform but a differentiated method is necessary to conduct them in a promising way. Accordingly, the proposed differentiated method can contribute to this. 2024-06-03T08:15:21Z 2024-06-03T08:15:21Z 2023 2024-06-03T07:57:36Z Thesis / Dissertation Masters Master of Laws http://hdl.handle.net/11427/39840 eng application/pdf Department of Public Law Faculty of Law |
| spellingShingle | Commercial Law Ratt, Yannic Time for a Differentiated Method for Intercultural Negotiations ? Research on the Universal Applicability of Getting to Yes |
| thesis_degree_str | Master's |
| title | Time for a Differentiated Method for Intercultural Negotiations ? Research on the Universal Applicability of Getting to Yes |
| title_full | Time for a Differentiated Method for Intercultural Negotiations ? Research on the Universal Applicability of Getting to Yes |
| title_fullStr | Time for a Differentiated Method for Intercultural Negotiations ? Research on the Universal Applicability of Getting to Yes |
| title_full_unstemmed | Time for a Differentiated Method for Intercultural Negotiations ? Research on the Universal Applicability of Getting to Yes |
| title_short | Time for a Differentiated Method for Intercultural Negotiations ? Research on the Universal Applicability of Getting to Yes |
| title_sort | time for a differentiated method for intercultural negotiations research on the universal applicability of getting to yes |
| topic | Commercial Law |
| url | http://hdl.handle.net/11427/39840 |
| work_keys_str_mv | AT rattyannic timeforadifferentiatedmethodforinterculturalnegotiationsresearchontheuniversalapplicabilityofgettingtoyes |