MGB225: INTERCULTURAL COMMUNICATION & NEGOTIATION. Week 10 Tutorial

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MGB225 INTERCULTURAL COMMUNICATION & NEGOTIATION Week 10 TutorialTutorial 10 content 2 Negotiation Simulation 5 (Assessed) • Transportation providers: To partner or not to partner • Collec... tion of Planning Form 5Sources of power 3 Informational Personal Position Relationship Contextual (French & Raven, 1959)CONTEXTUAL Power is based in the context, situation or environment in which negotiations take place • BATNAs • An alternative deal that a negotiator might pursue if she or he does not come to an agreement with the current other party • Culture • Often contains implicit rules about use of power which is unequal • Agents, constituencies & external audiences 4Points of discussion • What was important to you? • What was important to the other team? • Remember that in this negotiation there were substantive issues and a long-term view of doing business • Did cultural differences within or across teams impact: • Communication • Decision making • How did you react and respond to the other team’s negotiation style and tactics? • How might you respond if you were pitted against another negotiating team, depending on their customary group or individual roles? 5Agreement • Please write the main points of your agreement on the whiteboard. • Reveal both parties sets of confidential information. • Evaluate your team’s performance in the negotiation stimulation in light of this confidential information. • What did you learn from this negotiation? How will you personally reflect on it? 67 Next week • Tutorial: • Recap negotiations • Obtain feedback on negotiation skills8 References Benne, K. D., & Sheats, P. (1948). Functional roles of group members. Journal of Social Issues, 4(2), 41-49. Lewicki, R. J., Saunders, D. M., & Barry, B. (2010). Essentials of negotiation (5th ed.). New York: McGraw-Hill. [Show More]

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