Workshop 5 cross cultural negotiation and decision making PDF

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Workshop 5 – Chapter 5 Cross-cultural Negotiation & Decision-making In-class activity 1: Discussion questions Discuss the following in class: 1. Explain the five step negotiation process. 2. Discuss the hallmarks of good negotiators.  Consider a wider range of options and pay greater attention to areas of common ground  Tend to make twice as many comments regarding long-term issues  More likely to set upper and lower limits regarding specific points  Make fewer irritating comments: “We’re making you a generous offer”  Make counter proposals less frequently and use fewer reasons to back up arguments  Actively listen 3. Discuss decision-making in Japanese companies.

In-class activity 2: Ongoing Semester Case Study – Businessville Hotel. All over China and in Beijing in particular, plans were put in place to host the world’s biggest sporting event – the 2008 Olympic Games. Although the games are now over, other major sporting events are to be held in Beijing and the manager of the Beijing Businessville Hotel wants to attract the Swiss National Shooting team to stay in his hotel. He wants to start negotiating with the manager of the Swiss team. He knows that the Swiss National team are always one of the favourites and this will bring good publicity to his hotel. He needs to carefully select members of his staff to plan and execute the negotiation process. Prepare a draft plan for the negotiation process. Step 1: preparation Develop profiles of the Step 2: relationship building Step 3: exchanging-task related information Step 4:

In-class activity 3: Student Presentation Case Study.

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Students to present solutions to Q 1, 2 & 3 of case study titled ‘Facebook’s Continued Negotiations in China’ on pages 189-190 of the textbook. Audience to prepare discussion points for the questions.

In-class activity 4: MCQ. Print out the quiz for the students and administer in class. Students will be given 10 mns to attempt the quiz. Discuss the solutions in class. This quiz serves as a good revision exercise.

Assessment 1 - Portfolio questions: Students are required to answer the three questions in essay format (maximum 450 words in total). Please print number of words at the end. 1. Discuss the relative use of nonverbal behaviours, such as silent periods, interruptions, facial gazing, and touching by people from various cultural backgrounds. 2. What are some of the differences in risk tolerance around the world? What is the role of risk propensity in the decision-making process? 3. Describe what you would expect in negotiations with Germans and how you would handle that situation.

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