Module 3 - Case PREPARING FOR THE NEGOTIATION Assignment Overview This Module 3 Case Assignment has two functions. First, it helps you develop and demonstrate your understanding of the topics in Modul

Discussion: Cross-Cultural Negotiations

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Review the following video that treats successful cross-cultural negotiation:

CultureReady. (2016). Successful cross-cultural negotiation: Korea [Video file]. Retrieved from https://www.youtube.com/watch?v=dw7Kc3PCXgQ

Review the video on successful cross cultural negotiation.

• Which of the adaptations by the Americans do you think was key in leading to a successful negotiation?

• Is there potential pitfall here in that the cultural adaptation seems to be to the perceived national culture of South Korea? Wouldn’t the South Koreans have learned about and prepared themselves to deal with potential American missteps?

• Even with all of the steps taken to respect South Korean cultural norms, wasn’t the key to the negotiation’s success that the Americans’ offer was better than the South Koreans’ BATNA?

• What are your thoughts on some of these questions or other issues that you have noticed?

For your subsequent posts and responses to classmates, be sure to express some ideas on the teaching of cross-cultural negotiations.