Negotiating reality as an approach to intercultural competence

Ariane Berthoin Antal and Victor Friedman

Discussion Papers, Research Unit: Innovation and Organization from WZB Berlin Social Science Center

Abstract: In an increasingly global business environment, managers must interact effectively with people who have different values, behavioral norms, and ways of perceiving reality. Many jobs now entail an international dimension, so the need to develop intercultural competences has taken on a greater importance for more people in business than ever before. Intercultural competence is the ability to recognize and use cultural differences as a resource for learning and for generating effective responses in specific contexts. We conceive of this as negotiating reality. The approach draws on concepts from international management, sociology, crosscultural psychology, action science and conflict resolution.

Date: 2003
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