Posted: November 28th, 2016

. Think about a situation in your life or work in which you need to choose a negotiation strategy.

Week 5 Review the Learning Exercise: Settling a Lawsuit in Chapter 8, page 218 of your text. Discuss two of the following statements then respond to at least two of your classmates’ postings. Try to respond to students who picked different statements. Discuss the ethical values you would use in this negotiation and the criteria you would use to make decisions. Discuss how you would determine whether the negotiation is conducted with substantive fairness. Identify what concealment behaviors would be ethical and unethical in this negotiation. Describe the manner in which you would determine if you are using fair procedures and creating trust in this negotiation case.

Week 5 1. The Influences of Culture and Gender on Negotiations

Discuss two of the following statement. Assume the role of one of the five parties in the GLOBE Project Study case as you form your answers. a. Select two of the dimensions of culture, identified by either Hofstede or the GLOBE Project Study, and discuss how best to negotiate a deal favorable to an organization’s relationship in an Eastern European and an Asian country. b. Select two clusters from the GLOBE Project Study groups and describe how the history and traditions of those countries’ clusters are reflected in their cultural dimensions. Indicate how this information can help you in the negotiation process. c. Explain why in Cross-Cultural Negotiations, the heuristic of availability is a culturally significant bias in a negotiation to sell a computer in a highly feminine society. d. Discuss the differences between promotion focus, prevention focus and shadow negotiation, and which type is a negotiator from a collectivist society more likely to have, and why

Week 4 Discussion Board Discuss one of the following statements then respond to at least two of your classmates’ who chose the other statement.

a. Discuss the Five Negotiation Strategies for Various Situations. b. Think about a situation in your life or work in which you need to choose a negotiation strategy. First answer the questions below regarding the “key elements” of the situation, i.e., time, information, and power, and then answer the strategy questions which can help you select a preferred overall strategy to use as you start negotiating. o Is there a deadline that will affect the timing of your bargaining? o What is your BATNA and demonstrate how it is calculated? What is your best estimate of the other party’s BATNA? Is your BATNA your starting or walk-away point? o What other information do you need to collect before you start the negotiation? o Is the power between the two sides balanced or who appears to initially have the advantage? o If several economic issues are involved, could you develop a MESO or Economic Matrix of alternatives to offer to the other side? o Will negotiations primarily focus on one number, such as price, and thus, should you consider a strategy of “Increments of Concession?