Module 3 - CaseNEGOTIATION STYLES AND COMMUNICATIONAssignment OverviewPack Your Bags: We Are Going Global!We have attempted to point out, that in any inter-personal communication in general, and at th

Module 3 - Case

NEGOTIATION STYLES AND COMMUNICATION

Assignment Overview

Pack Your Bags: We Are Going Global!

We have attempted to point out, that in any inter-personal communication in general, and at the negotiating table in particular, we have to be aware of the people involved, their personal styles, and the various forms of communication.

If trying to figure out: "does he mean what he says, or does he say what he means," is not hard enough, than when we add diversity of cultures and differences of character, it may seem like an insurmountable peak to climb.

Please read the following article, (access via Pro Quest) that take us on a comparative journey between West and East, and how certain negotiation aspects are perceived respectively:

Van, D. T. T. (2009). A Comparative Study of Vietnamese and American Customers' Behavior in Negotiation Style and Implications for Global Pricing Strategy Journal of Global Business Issues. Burbank:Summer 2009. Vol. 3, Iss. 2, p. 25-32 (8 pp.)

Please pay special attention to the personal styles and preferences between the two target groups.

Case Assignment

After carefully reading through the article, please answer (in about three pages), the following questions:

1. How would you describe the personal style and preferences of the negotiators in the Far-East vs. the Westerners?

2. What practical lessons have you learned from this module regarding a possible negotiation session with the Far Easteners? Point out at least three and explain in depth.

Assignment Expectations

1. Do not summarize the article

2. Human behaviors are diverse and much more so when we have cultural differences between the two sides - point them out.

3. Focus and insight should be given to question #2 above.

Module 3 - SLP

NEGOTIATION STYLES AND COMMUNICATION

SLP Assignment Expectations

· The intent of the SLP is for you to apply the theoretical and general aspects covered in each module, to real-life and practical cases. You should clearly connect your SLP to the theoretical concepts covered in each module and cite the relevant sources from the background readings.

· Conflict is an integral part of our lives, and we encounter it in every aspect of our personal and professional activities.

· Surely, you have observed (or even participated in) some form of conflict at your workplace, be it a simple but heated interpersonal matter, or a full-scale organizational dispute.

· The SLP will always have three short parts you will need to address in EACH module, as described below.

· Focus should be put on sections II + III.

· As each module deals with a different topic, you can choose on describing and analyzing the same conflict in all modules, or widening your scope and describing different incidents.

· Your paper should cite the background readings as well as other peer-reviewed articles and reliable web sites.  Please consult the following for additional information on how to recognize peer-reviewed journals: http://www.angelo.edu/services/library/handouts/peerrev.php. For additional information on reliability of web sources review the following document: https://www.library.georgetown.edu/tutorials/research-guides/evaluating-internet-content

Part I - Background and Settings (in about ½ a page)

· The Organization - Without revealing proprietary information, describe the organization of your choice (It should be one that you are familiar with, so preferably it would be easier, if it would be your own).

· The Conflict - Describe the workplace conflict issue you have chosen to write about.

o What is the underlying problem or difference?

o Who are the parties or sides in this conflict?

· Choose a Side - Choose one of the parties or sides in the conflict and let me know of your choice.

Part II - How was it Negotiated? (in about 1 full page)

· Describe "your chosen" side's decisions and/or behaviors and/or actions to the following:

o What negotiating style did your side adopt? Or was it a mix of styles?

o How were the Face-to-Face communications conducted? Were there any nonverbal messages? Did your side apply attentive listening?

o Was a Competitive or Cooperative approach chosen? Why?

Part III - What Would You Have Done? (in about 1 full page)

· Assuming you are the principal representative for your "chosen side":

· What would YOU have done in this case to solve the issue?

· What decisions would YOU have taken?