Cross-Cultural Communications: The Key to Negotiating Successful Agreements
Wednesday, April 19, 2017
8:30 AM - 9:30 AM
This lecture examines the dramatic impact that spoken and unspoken communication can play in cross-cultural negotiation.
For negotiators, learning about the opposing party's culture, values, beliefs, etiquette and approaches to business improves the chance of an agreement or a deal. Mediators need the same appreciation of the role of culture and cultural dissonance factors that can lead to impasse in order to be effective at promoting resolution of a problem.
In her lecture, Kathryn Mercer, Professor of Lawyering Skills at Case Western Reserve University School of law, will compare the key characteristics of effective negotiators from the United States, Western Europe, Asia and other countries, while exploring their cultural differences in meeting and greeting, eye contact, time sensibility, negotiation style, personal space, and influence.
Kathryn S. Mercer
Professor of Lawyering Skills, Case Western Reserve University School of Law
Kathryn Mercer teaches LLEAP I and II, the leadership component of Legal Writing, Leadership, Experiential Learning, Advocacy and Professionalism (LLEAP). She also teaches Alternative Dispute Resolution, Mediation Representation and Special Issues in Family Law: Child Welfare. She is faculty adviser to students in the dual-degree program in law and social work her PhD is in social welfare. In addition to experience in legal practice, she has worked for the federal and state courts as mediator, arbitrator or family conciliator. Currently, she trains child welfare workers in legal issues.
Continuing Legal Education Readings
The City Club of Cleveland
850 Euclid Avenue
Cleveland, Ohio 44114