Ways that culture can influence negotiation

Question

Assignment:

Part 1

There are four ways that goals directly affect negotiation.

• Provide an example of a negotiation situation from the experience, where one of the four ways directly impacted the selection of your strategy.
• Analyze how you would implement the planning process into a negotiation situation to achieve your goals.
• Please be specific and detailed in your answers.

Part 2
Hot or Cold: Is Communicating Anger or Threats More Effective in Negotiation

• Read the required article for this week's discussion, and answer the following question:
• Are threats or anger more effective in negotiation?
• Please discuss the authors' findings on the issue, and provide your own input based on the experience.

Part 3
Power of Information

• Informational source of power is considered the most important power in negotiation.
• Explain why negotiators prefer information over any other form of power in the negotiation process.
• Provide an example of how power of information can be used in negotiation.

Part 4

• Read "10 Ways that Culture Can Influence Negotiation", and analyze how FIVE of them influence Western culture. For example, Americans view negotiating as a competitive process and signing a contract. Be specific and provide examples when necessary.