MGB225
INTERCULTURAL COMMUNICATION
& NEGOTIATION
Week 10
TutorialTutorial 10 content
2
Negotiation Simulation 5 (Assessed)
• Transportation providers: To partner or not to partner
• Collection of Planning Form 5S
...
MGB225
INTERCULTURAL COMMUNICATION
& NEGOTIATION
Week 10
TutorialTutorial 10 content
2
Negotiation Simulation 5 (Assessed)
• Transportation providers: To partner or not to partner
• Collection 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.
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