INTERNATIONAL NEGOTIATIONS
Vanessa Van Edwards, author and founder at Science of People (n.d.), claims that practice negotiations can help hone assertiveness, which helps negotiators sound confident and speak better. She also refers to a 2008 study which found the participation in mock negotiations can improve confidence, negotiation tactics, and conflict management styles. Throughout this course, you have discussed the impact that culture can have on international business relations and the importance of research in negotiations and preparing employees to work effectively. This week, you explored Learning Resources which focus on the specifics of negotiating theories and beliefs. In your mock negotiation, you will have an opportunity to demonstrate your understanding of negotiation skills and strategies and reflect on your learning and understanding of these strategies.
To complete this assignment, review the Learning Resources for this week, including Case Files A and B, your Pre-Negotiation Worksheet from Week 6, Negotiation Reflection Journal Instructions Download Negotiation Reflection Journal Instructions, and other resources that you have found in the Walden Library or online. Then, complete your role-playing negotiation with your teammate and respond to the following bullet points in a 2- to 3-page journal (excluding title page and references) that includes the following:
Pre-Negotiation Reflection
Mock Negotiation Reflection
Post-Negotiation Summary
Post-Negotiation Peer Review
LEARNING RESOURCES
Required Readings
Voss, F. (2019, August 26). Our 10 most popular negotiation terms that you need to knowLinks to an external site.. The Black Swan Group. https://blog.blackswanltd.com/the-edge/our-10-most-popular-negotiation-terms-that-you-need-to-know
Szepesi, S. (2019, October 8). #1: Do not confuse BATNA with WATNALinks to an external site.. Negotiation & Public Service. https://www.negotiationandpublicservice.co/post/1-do-not-confuse-batna-with-watna
Program on Negotiation. (2019, September 10). Top 10 international business negotiation case studiesLinks to an external site.. https://www.pon.harvard.edu/daily/international-negotiation-daily/top-negotiation-case-studies-in-international-negotiations-from-business-and-global-politics/
University of Notre Dame. (2019, September 17). HR negotiations – Not just for salaries anymore.Links to an external site. https://www.notredameonline.com/resources/negotiations/hr-negotiations/
Miller, K. (2023, May 11). 6 negotiation skills all professionals can benefit fromLinks to an external site.. Harvard Business School Online. https://online.hbs.edu/blog/post/negotiation-skills
Mayhew, R. (n.d.). What role does a human resource manager play in labor contract negotiations?Links to an external site. Chron. Retrieved August 29, 2020, from https://smallbusiness.chron.com/role-human-resource-manager-play-labor-contract-negotiations-16571.html
Nasher, J. (2018, December 29). Top 10 world changing negotiations of 2018Links to an external site.. Forbes. https://www.forbes.com/sites/jacknasher/2018/12/29/top-10-negotiations-of-2018/#6519fd222eb2
Shonk, K. (2020, April 27). What is negotiation?Links to an external site. Program on Negotiation. https://www.pon.harvard.edu/daily/negotiation-skills-daily/what-is-negotiation/
Ojuri, A. (2020, June 30). How to overcome cultural barriers in communication – cultural approximations of time and the impact on negotiationsLinks to an external site.. https://www.pon.harvard.edu/daily/international-negotiation-daily/telling-time-in-different-cultures/
Shonk, K. (2020, June 9). Cross-cultural communication in business negotiations.Links to an external site. Program on Negotiation. https://www.pon.harvard.edu/daily/international-negotiation-daily/cross-cultural-communication-business-negotiations/
Root, G. N. (n.d.). Workplace examples of conflict negotiation.Links to an external site. Chron. Retrieved August 29, 2020, from https://smallbusiness.chron.com/workplace-examples-conflict-negotiation-11402.html
LeBaron, M. (2003, July). Culture-based negotiation styles.Links to an external site. Beyond Intractability. https://www.beyondintractability.org/essay/culture_negotiation
Falcao, H., Grover, H., & Jain, K. (2016, May 27). WABTY.com – Salary Negotiation Case (A): Confidential Instructions for Larry Dover. Harvard Business Publishing.
Falcao, H., Grover, H., & Jain, K. (2016, May 27). WABTY.com – Salary Negotiation Case (B): Confidential Instructions for May Hirewell. Harvard Business Publishing.
Document: Negotiation Reflection Journal Instructions (Word document)Download Negotiation Reflection Journal Instructions (Word document)
Required Media
Inc. (2019, January 7). An FBI negotiator’s secret to winning any exchangeLinks to an external site.[Video]. YouTube. https://youtu.be/llctqNJr2IU
Erich Pommer Institut. (2018, June 27). The Harvard principles of negotiationLinks to an external site.[Video]. YouTube. https://youtu.be/RfTalFEeKKE
Stanford Graduate School of Business. (2009, July 28). Conductive effective negotiationsLinks to an external site. [Video]. YouTube. https://youtu.be/rCmvMDrCWjs
The Office. (2020, May 12). The Michael Scott method of negotiation – The OfficeLinks to an external site. [Video]. YouTube. https://youtu.be/r-GFmH0EK9Y
PBS NewsHour. (2016, September 22). The psychological trick behind getting people to say yesLinks to an external site. [Video]. YouTube. https://youtu.be/HctZg2aOPMw
Optional Resources
Hopartean, A. M. (n.d.). 37 useful words and phrases for business negotiations in EnglishLinks to an external site.. FluentU. Retrieved August 29, 2020, from https://www.fluentu.com/blog/business-english/business-english-negotiation-phrases/
Program on Negotiation. (2020, April 30). New conflict management skills: understand how to resolve “hot conflicts”.Links to an external site. https://www.pon.harvard.edu/daily/business-negotiations/new-conflict-management-skills/
Cardenas, L. (2020, May 14). Overcoming cultural barriers in negotiations and the importance of communication in international business deals.Links to an external site. Program on Negotiation. https://www.pon.harvard.edu/daily/international-negotiation-daily/bridging-the-cultural-divide-in-international-business-negotiations/
Shonk, K. (2020, May 18). How to deal with cultural differences in negotiationLinks to an external site.. Program on Negotiation.https://www.pon.harvard.edu/daily/business-negotiations/how-to-deal-with-cultural-differences-in-negotiation/
Shonk, K. (2020, June 2). In contract negotiation, wise business negotiators sweat the small stuffLinks to an external site.. Program on Negotiation. https://www.pon.harvard.edu/daily/business-negotiations/contract-negotiation-wise-business-negotiators-sweat-small-stuff/
