Project 1: Culture and Negotiation


Final Project for Negotiating Globally 2020
Complete 1 of the following 4 projects:
Project 1: Culture and Negotiation
This project prepares you and your company/organization for intercultural
opportunities and challenges in terms of what may be expected when people
from two different cultures negotiate (e.g., dignity and face cultures or dignity
and honor cultures). You may either create your own company or use a ‘real
life’ company as a case study. The project must contain two parts and be 12-15
pages long.
The two parts the project should contain are:
Part 1 (9-11 pages): An analysis (comparison/contrast) of two different cultures
and their respective negotiation strategies. The project must address the
following challenges:
– An analysis/discussion of how negotiators from two different cultures (e.g.,
dignity and face) prototypically tend to be similar and different from each other
when they negotiate. Your analysis may include considerations of both within
and between culture negotiations.
– An analysis/discussion of the Question and Answer (Q&A) negotiation
strategy with the Substantiation and Offers (S&O) negotiation strategy. In your
response, you must include an assessment of strengths and weaknesses of each
strategy based on scientific findings from established negotiation research.
– An analysis/discussion of how these two cultures tend to resolve disputes.
I.e., what are some of the major challenges when these cultures resolve disputes
cross-culturally?
Other items that may be considered:
– An analysis/discussion of what some of the major challenges are between
intra-cultural negotiations (i.e. within culture negotiations) and negotiations
based on foreign direct investments (FDI).
Part 2 (4-6 pages): A Global Negotiation Portfolio
This part of the project involves an analysis of your own strengths and
weaknesses as a global negotiator. This section should include the following:
– An analysis of own personal strengths and weaknesses when negotiating with
a foreign culture (e.g., face or honor cultures). Make references to the cases
negotiated during the semester and apply Salacuse or Brett or any other text
you find appropriate.
– An analysis of own personal strengths and weaknesses when encountering
strategic misalignment – i.e. Q&A and S&O. Make references to the cases
negotiated during the semester and apply Salacuse or Brett or any other text
you find appropriate.
It is of the utmost importance that relevant literature from the course syllabus
is applied to your analyses to avoid unsubstantiated claims etc.
Project 2: Market Penetration
This project prepares you and your company/organization for market
penetration at the level of the environmental context (see Lewicki et al). You
may either create your own company or use a ‘real life’ company as a case
study, and the idea is to prepare a forthcoming negotiation. The project must
contain two parts and be 12-15 pages long.
The two parts the project should contain are:
Part 1 (9-11 pages): An analysis of the country’s/market’s environmental
context (and/or immediate context) and the culture your company intends to
penetrate. Issues to be analyzed may include:
– Cultural Differences
– Ideological Differences
– Instability and Change
– Foreign Government Control and Bureaucracy
– Currency Fluctuations and Foreign Exchange
– Political Pluralism
– Legal Pluralism
– External Stakeholders
– Foreign Direct Investments
Note: This list is neither comprehensive nor conclusive, and it is advisable not
to investigate all issues in the same paper. The paper should be written from
the perspective of negotiation.
Part 2 (4-6 pages): A Global Negotiation Portfolio
This part of the project involves an analysis of your own strengths and
weaknesses as a global negotiator. This section should include the following:
– An analysis of own personal strengths and weaknesses when negotiating with
a foreign culture (e.g., face or honor cultures). Make references to the cases
negotiated during the semester and apply Salacuse or Brett or any other text
you find appropriate.
– An analysis of own personal strengths and weaknesses when encountering
strategic misalignment – i.e. Q&A and S&O. Make references to the cases
negotiated during the semester and apply Salacuse or Brett or any other text
you find appropriate.
It is of the utmost importance that relevant literature from the course syllabus
is applied to your analyses to avoid unsubstantiated claims etc.
Project 3: Company/Organization Negotiation Audit
This project involves an audit of an existing company for the purpose of
identifying to what degree the given company is ready for planning and
carrying out international negotiations.
The two parts the project should contain are:
Part 1 (9-11 pages): An analysis of organizational challenges within the
organization for the purpose of identifying opportunities and constraints in
international negotiations. Apply Movius and Susskind’s (2009) ‘Built to Win’
framework and consider the following:
– Assess current challenges and opportunities
– Negotiation performance
– Make diagnosis and provide recommendations
– Identify sponsors and champions
– Create culture of learning (e.g., adjust and align operating procedures,
promote organizational learning)
– Address persistent barriers.
Note: This list is neither comprehensive nor conclusive, and it is advisable not
to investigate all issues raised in ‘Built to Win’ in the same paper.
Part 2 (4-6 pages): A Global Negotiation Portfolio
This part of the project involves an analysis of your own strengths and
weaknesses as a global negotiator. This section should include the following:
– An analysis of own personal strengths and weaknesses when negotiating with
a foreign culture (e.g., face or honor cultures). Make references to the cases
negotiated during the semester and apply Salacuse or Brett or any other text
you find appropriate.
– An analysis of own personal strengths and weaknesses when encountering
strategic misalignment – i.e. Q&A and S&O. Make references to the cases
negotiated during the semester and apply Salacuse or Brett or any other text
you find appropriate.
It is of the utmost importance that relevant literature from the course syllabus
is applied to your analyses to avoid unsubstantiated claims etc.
Project 4: Self-selected case study of an international negotiation
This project involves a self-selected case study that may or may not have been
discussed in the press. The project may either analyze the negotiation process
or the outcome (or both), and attempt to address to what degree culture
(including organizational culture) impacted said negotiation.
The two parts the project should contain are:
Part 1 (9-11 pages): An analysis (comparison/contrast) of two different cultures
and their respective negotiation strategies. The project must address the
following challenges:
– An analysis/discussion of how negotiators from two different cultures (e.g.,
dignity and face) prototypically tend to be similar and different from each other
when they negotiate. Your analysis may include considerations of both within
and between culture negotiations.
– An analysis/discussion of the Question and Answer (Q&A) negotiation
strategy with the Substantiation and Offers (S&O) negotiation strategy (if
focusing on the process). In your response, you must include an assessment of
strengths and weaknesses of each strategy based on scientific findings from
established negotiation research.
– An analysis/discussion of how these two cultures tend to resolve disputes.
I.e., What are some of the major challenges when these cultures resolve
disputes cross-culturally?
Part 2 (4-6 pages): A Global Negotiation Portfolio
This part of the project involves an analysis of your own strengths and
weaknesses as a global negotiator. This section should include the following:
– An analysis of own personal strengths and weaknesses when negotiating with
a foreign culture (e.g., face or honor cultures). Make references to the cases
negotiated during the semester and apply Salacuse or Brett or any other text
you find appropriate.
– An analysis of own personal strengths and weaknesses when encountering
strategic misalignment – i.e. Q&A and S&O. Make references to the cases
negotiated during the semester and apply Salacuse or Brett or any other text
you find appropriate.
It is of the utmost importance that relevant literature from the course syllabus
is applied to your analyses to avoid unsubstantiated claims etc.
Project Structure:
While the project descriptions allow for some individual flexibility, each project
must include the following sections:
Part 1: Project X
1. Introduction (brief)
2. Problem statement (brief)
3. Theory/Method (brief – esp. if you choose a discussion project)
4. Analysis (major part of the project)
5. Discussion (brief)
6. Conclusion (brief)
Part 2: A Global Negotiation Portfolio
1. Strength/weakness analysis of negotiation with a foreign culture
2. Strength/weakness analysis of strategic misalignment
3. References to cases negotiated during the semester and the course literature.
It is of the utmost importance that relevant literature from the course
syllabus is applied throughout your project to avoid unsubstantiated claims
etc.
A Note on Collaboration
Collaboration is allowed on Part 1, but Part 2 has to be written individually.
Each group member uploads an exam (Part 1 is the same for each group
member), but make sure you state your group members very clearly, and who
is responsible for each section in the paper.
The paper length decreases with 50% for each member (for instance, if part 1 is
10 pages, then it will have to be 15 pages for two people, and 17.5 pages for
three people). MAKE SURE your paper conforms to the paper length stated in
the curriculum (otherwise it will be rejected).

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