Negotiation & Conflict Management-BUS 349
First Semester-2019-2020
Writing section-80 % (12 marks)
Project Guidelines and Rubric
Group Members Participation-20%(3 marks)
Individual project presentation-100% (5 marks)
Total Marks- 20 marks
_____________________________________________________________________________________________________________________________________________________________________________________
Overview
The final project for this course is the creation of a comprehensive negotiation plan.
As more companies expand their focus to include foreign markets and suppliers, it is becoming essential for business professionals to possess
the unique skills necessary to carry out international negotiations. Professionals working in international markets must adapt their negotiation
strategy in order to meet the expectations of their clients.
In this project, you will choose a specific country/company pairing from the list provided in this document and use it as the
foundation for your research and preparation. Using your knowledge of your chosen nation’s culture, economy, and business environment,
you will develop a negotiation and bargaining strategy. In addition, you will need to consider the stakeholders’ interests and create a conflict
management strategy to handle potential conflicts. Apply all components in order to create a comprehensive negotiation plan that you
would employ when carrying out negotiations with your chosen country/company. Finally, you must create a professional project that
presents your entire negotiation plan effectively. In this project, you will present your findings and recommendations, including answers to
all guiding questions, as a lead negotiator prior to traveling abroad to negotiate a deal with a foreign company.
Note:
The project is divided into four milestones + Negotiation Plan, which will be submitted after compiling all in one.
In this assignment, you will demonstrate your mastery of the following course outcomes:
Assess the influence of culture and the environment on communication and business negotiations across the globe
Evaluate differences in strategic decision making between diverse groups around the globe for their impact in business negotiations
Propose appropriate bargaining strategies for conducting effective negotiations with people from different cultures
Analyze the role of stakeholder interests in international negotiations and the need to prioritize these interests in the negotiation
strategy
Employ appropriate conflict management techniques in cross-cultural negotiations
Prompt
On the basis of your information select any two of the below mentioned country/company for the following prompt.
Country
Saudi Arabia
Germany
India
China
United States
Company
Saudi Telecom Company (STC)
Siemens
Infosys
Foxonn
Hewlett-Packard Co.
For your negotiation plan, you must create a professional Project Report and apply the theories and concepts from the course to interpret and
formulate answers to the following guiding question: Based on the analyses conducted on your country of choice, how would you carry out
negotiations with your potential business partner to ensure a successful agreement that is favorable for both parties (you and the foreign
company)?
Specifically, the following critical elements must be addressed:
I.
Introduction
Before analyzing specific elements of negotiations in your chosen country, you will need to be familiar with general business
practices and how they differ when conducting business internationally. Analyze the following aspects of negotiations and determine
how each will impact cross-cultural negotiations.
a) Verbal communication
b) Nonverbal communication
c) Decision making
II.
Country Analysis
Analyze each of the following aspects of the country you have chosen and describe how each will impact your business negotiation.
a) Culture
b) Economy
c) Market in which your chosen business operates
III.
Stakeholder Analysis
For the following, remember that the scope of critical stakeholders and interests may differ depending on cultural considerations.
Organize stakeholders based on priority.
a) Who are the critical stakeholders involved in this negotiation?
b) What is the significance of the role of each stakeholder?
c) What are the priorities of each stakeholder?
IV.
Negotiation/Bargaining Strategy
a) What bargaining strategy will you use in your negotiations with your potential business partner? Justify your approach
with supporting evidence from research.
b) Why will this strategy be effective with the chosen culture/country in which the negotiation is taking place?
c) What is your Best Alternative to a Negotiated Agreement (BATNA)? How does it affect your negotiation approach with
your potential business partner? How will your strategy increase the chance of a successful outcome?
V.
Conflict Management Strategy
a) What conflict management strategy will you employ during cross-cultural negotiations to handle conflicts that could
potentially arise?
b) How will this strategy satisfy the stakeholders and ensure no harm is caused to the business relationship?
c) Ensure the strategy is in harmony with the culture and other aspects of your chosen country.
VI.
Conclusion: Summarize your chosen negotiation plan and explain why you feel it will be effective in this particular situation.
Milestones
Milestone One: Introduction to Country and Culture
You need to write two- to three-pages identifying the ways in which country-specific cultural aspects will impact the negotiation process. What
are some important economic and cultural differences between your chosen country and the United States? How do natives of your chosen
country perceive (in general) the American style of doing business? How do the cultural/economic characteristics of your chosen country affect
the communication style, business approach, and decision-making process of your chosen country?
Milestone Two: Stakeholder Analysis
Here, you need to write two- to three-page. Who are the critical stakeholders involved in this negotiation? What are their roles and
priorities? Explain the role and position of each of the stakeholders and describe how their interests may differ depending on cultural
considerations. What measures will you have to take to ensure all stakeholders will be satisfied with the outcome of the negotiation? The
paper should be submitted as a Word document, written in APA style and cited appropriately.
Milestone Three: Negotiation/Bargaining Strategy
Here you need to write three- to four-page detailing the negotiation and bargaining strategy you will employ during business
negotiations with your chosen country. Justify this approach with supporting evidence from research on the country and on the
international negotiations strategy. Include your reasoning for choosing this strategy, including supporting research from previous
milestones. Explain how the strategy will be used and how it will increase the likelihood of a successful transaction. What is your BATNA in
this particular negotiation? How does the strength of your BATNA influence your approach to the negotiation?
Milestone Four: Conflict Management Strategy
Here, you need to write two- to three-page paper detailing the conflict management strategy. Based on your research of the country’s business
ethics and values, how will you manage any conflicts that arise during negotiations? Describe how you will ensure no harm is caused to the
business relationship.
Ensure the conflict management strategy is in harmony with the culture and other aspects of your chosen country.
Final Submission: Negotiation Plan
Here, you need to write your final negotiation plan. It should be a complete, polished artifact containing all of the critical elements of the final
product. It should reflect the incorporation of feedback gained throughout the course.
Guidelines for Submission: Your final negotiation plan must be 8 to 10 pages in length (plus a cover page and references) and must be written
in APA format. Use double-spacing, 12-point Times New Roman font, and one-inch margins. Include at least 10 references cited in APA form.
Organization and Style (20%)
3
marks [marks obtained /30 *3]
Criteria
Excellent (5)
Student has excellently met the criteria
of proper organization, professional
writing, logical flow of analysis and
formatting
1. Layout
Connecting paragraphs and proper sentence formation.
Prose is beautiful, graceful and well-polished.
2. Logical layout pattern towards conclusion.
3. Quality of information
Accurate and updated information.
All material clearly related to subtopic,
main topic. Strong organization and
integration of material within subtopics.
Strong transitions linking subtopics, and
main topic.
Writing shows high degree of attention
to logic and reasoning of points. Unity
clearly leads the reader to the
conclusion and stirs thought regarding
the topic.
Information clearly relates to the main
topic. Points are clearly made. Analysis is
sophisticated.All topics are addressed and
all questions answered with sufficient
detail and examples. Supporting details
specific to subject
4. Titles, subtitles, colour and Text Size
Titles and subtitles are clear and enhance
readability
Clearly structured and Text size (12), New Times
Roman, Line Space 1.5, Colour
All text is clear and readable, no changes in
size and spacing. Color enhance
understanding
All needed citations were included in the
project. References matched the citations.
5. Properly cites ideas/info from other sources
No citation errors.
In addition to meeting the requirements
for the writing is essentially errorfree in
terms of mechanics. Models the style and
format appropriate to the assignment
6. Correct spelling, punctuation, grammar and
appropriate vocabulary.
Contents for the project (60%)
9 Marks[marks obtained /60 *9]
Criteria
1. Front page
University name and logo
Students names, ID
Section, course name and course code
Instructor name
Excellent (5)
The section is extremely well developed.
The student demonstrates complete
understanding of the material and topics
required to complete the task. The
section comprises more than what is
required.
Semester and academic year
2. Cover Page
Company/Brand name
Logo/tag line
Mission
Vision
Objective
3. Table of Content
Goes over and
above all the
required
elements stated
in the directions
& instructions
Serial no
Heading
Page no
Table of figures/graphs
Serial no
Heading
Page no
4. Executive Summary
Summary accurately and succinctly
summarizes contents of report or Phase
deliverables. Presents essential facts
about project goals,methods, and status.
5. Introduction:
Verbal Communication
Meets “Proficient” criteria substantiated
with evidence
Nonverbal Communication
Meets “Proficient” criteria substantiated
with evidence
Decision Making
Meets “Proficient” criteria substantiated
with evidence
6. Country Analysis:
Culture
Meets “Proficient” and cites specific,
relevant examples to support analysis
Economy
Meets “Proficient” and cites specific,
relevant examples to support analysis
Market
Meets “Proficient” and cites specific,
relevant examples to support analysis
7. Stakeholder Analysis:
Critical Stakeholders
Meets “Proficient” substantiated with
market research
Roles
Meets “Proficient”substantiated with
market research
Priorities
Meets “Proficient”substantiated with
market research
Measures
Meets “Proficient” criteria and provides
examples
Bargaining Strategy
Meets “Proficient” criteriasubstantiated
with rationale to support the strategies
that were chosen
Effectiveness
Meets “Proficient” criteria substantiated
with evidence
BATNA
Meets “Proficient” criteriasubstantiated
with evidence
8. Negotiation Strategy:
9. Conflict Management Strategy:
Strategy
Meets “Proficient” criteria substantiated
with rationale to support the strategies
that were chosen
Stakeholders
Meets “Proficient” criteria substantiated
with market research
Culture
Meets “Proficient” criteria and provides
examples
Conclusions and related outcomes
(consequences and implications) are
logical and reflect student’s informed
evaluation and ability to place evidence
and perspectives discussed in priority
order.
10. Conclusions
11. Suggestions/Recommendations
12. References (APA)
The student was able to make succinct
and precise suggestions for future
policies or tasks based on the criteria
examined. The recommendations appear
in numbered form.
Prior work is acknowledged by referring
to sources for theories, assumptions,
quotations, and findings
All references and citations are correctly
written and present.
Word Limit
Late Submission Penalty
Plagiarism
Total marks deducted
More than 2000
(Minus 1 mark)
2 days
(Minus 2 marks)
50 % -to 60%
(Fail)
Project Rubric (out of 12 marks)
Very Good (4)
Good (3)
Student has met the criteria of proper Student has partially met the criteria of proper
organization, professional writing, logical organization, professional writing, logical flow of
flow of analysis and formatting
analysis and formatting
All material clearly related to subtopic, main
topic and logically organized within
subtopics. Clear, varied transitions linking
subtopics, and main topic.
Most material clearly related to subtopic, main
topic. Material may not be organized within
subtopics. Attempts to provide variety of
transitions
Writing is coherent and
logically organized with
transitions used between
ideas and paragraphs to create
coherence. Overall unity of
ideas is present.
Writing is coherent and
logically organized. few
points remain misplaced and
stray from the topic.
Transitions evident
used throughout project
Information clearly relates to the main
topic. Points are made, but analysis is
weak.All topics are addressed and most
questions answered with at least minimal
detail - and at least one example. Few
details are non-supporting to the subject
Information clearly relates to the main topic. Points
are insufficiently developed. Analysis is minimal.
All topics are addressed, and most questions
answered - detail is lacking. Some details are nonsupporting to the subject
Most titles and subtitlesare clear and
enhance readability
Few titles or sub-titles to clarify text
All text is clear and readable, a few changes
Text is clear and readable, a some changes in size
in size and spacing. Color enhance
and color enhance understanding
understanding
Demonstrates thoroughness and
competence in documenting sources, little
difficulty referring back to cited sources.
Citations within the body of the report and a
corresponding reference list were presented. Few
formatting problems exist, or components were
missing.Writing does not consistently follow
appropriate style and/or format. Source
documentation is incomplete. It may be unclear
which references are direct quotes and which are
paraphrased.
While there may be minor errors, the
project follows normal conventions of
spelling and grammar throughout and has
been carefully proofread. Appropriate
conventions for style and format are used
consistently throughout the writing
sample.
4-9 errors in spelling, grammar (such as
subject/verb agreements and tense), sentence
structure and/or other writing conventions
distract the reader.
Very Good (4)
Good (3)
The section is of high quality. The material
is presented very well. The student
demonstrates understanding of the
concepts.
The section is developed satisfactorily. The
student complies with the basic requirements of
the
section.
The
student
demonstrates
understanding of basic concepts.
Includes all of the
required elements as
stated in the
directions/instructions
Summary may omit a few facts or provide
an incomplete picture of the report or
deliverables. Reader may be unclear as to
project’s goals,methods, or status.
Missing two to three of
the required elements
as stated in the
directions/instructions
Summary may omit all the facts or provide an
incomplete picture of the report or deliverables.
Reader may be unclear as to project’s
goals,methods, or status.
Provides concise, detailed explanations of
Provides common and unique verbal
common (in the United States) and unique
communications but does not explain their
verbal communication practices used in
relevance in the negotiation process
the target country
Provides concise, detailed explanations of
Provides common and unique nonverbal
common and unique nonverbal
communication used in the target country communications but does not explain their
relevance in the negotiation process
that can assist negotiators in presenting
their case and in interpreting the intent
Provides an overview of the decisionmaking processes used in the target
country
Provides an overview of the decision-making
process but does not explain how it will impact
the negotiation process
Analyzes the culture of the target country
with a focus on business culture and
explains how the culture will impact the
negotiation process
Improper explaination how the target country’s
culture will impact the negotiation process
Analyzes the current economy of the
target country, including type of economy, Improper explaination how the target country’s
and describes how it will impact the
economy will impact the negotiation process
negotiation process
Analyzes the current state of the market in Improper explaination how the target country’s
the industry of the chosen company
market will impact the negotiation process
Identifies the critical stakeholders,
including special interest groups,
government officials, and individuals
Few critical stakeholders are included in analysis
Analyzes the role of each key player in the Improper description about the stakeholders’
negotiation
roles in the negotiation
Identifies the priorities of each key player
in the negotiation
Improper description about the stakeholders’
priorities inthe negotiation
Provides an explanation of measures that
Improper explaination about the measures that
will be taken to ensure all stakeholders
will be taken to ensure all stakeholders are
aresatisfied with the outcome of the
satisfied with the outcome of the negotiation
negotiation
Provides a detailed description of the
overall bargaining strategy that will be
used for the negotiation that takes into
account cultural considerations of the
target country
Consider few of the necessary aspects of the
negotiation plan
Analyzes the overall negotiation strategy
and provides aconvincing explanation for
why it would be effective with the chosen
culture vs. other possible strategies
Imprpoper convincing explanation
Provides a detailed, strong, and credible
BATNA and aconvincing explanation of
how it influences the negotiation strategy
and walkaway point
Few The BATNA and its influence on the
negotiation strategy are explained improperly
Identifies potential areas of conflict in the
negotiation and provides an effective
conflict management strategy to mitigate
them
Few necessary aspects of the conflict
management plan were considered
Analyzes the effectiveness of the conflict
management strategy for each group of
key stakeholders
Few stakeholders are considered in the creation
of the conflict management strategy
Explains how the conflict management
Few critical cultural aspects affected by the
strategies are in harmony with critical local
conflict management strategy are considered
cultural considerations
Conclusion is logically tied to a range of
information, including opposing
viewpoints; related outcomes
(consequences and implications) are
identified clearly
Conclusion is logically tied to information
(because information is chosen to fit the desired
conclusion); some related outcomes
(consequences and implications) are identified
clearly
The student provides concluding remarks
that show an analysis and synthesis of
criteria. The recommendations follow from
the criteria, or they appear in a numbered
list.
The student provides concluding remarks that
show an analysis and synthesis of criteria. The
recommendations may not follow from the
criteria, or they may not appear in a numbered
list.
With an occasional oversight, prior work is
acknowledged by referring to sources for
theories, assumptions, quotations, and
findings
One or two reference or citations missing
or incorrectly written
On several instances, references are not stated
when appropriate.
three or more reference or citations missing or
incorrectly written
Marks Deductions (from total marks)
Less than 1000
(Minus 1 mark)
One day
(Minus 1 mark)
Less than 40%
(Minus 2 marks)
2000
(No deduction)
On deadline
(No deduction)
Less than 30%
(Minus 1 mark)
Fair (2)
Poor (1)
Student has not supported the criteria proper Student has poorly met the criteria of proper
organization, professional writing, logical flow of organization professional writing, logical flow
analysis and formatting
of analysis and formatting
Some material clearly related to subtopic, main topic.
Material may not be organized within subtopics.
Attempts to provide variety of transitions
Writing is coherent and
logically organized. Most
points remain misplaced and
stray from the topic.
Transitions evident but not
used throughout project.
Little evidence material is logically organized
into topic, subtopics or related to topic. Many
transitions are unclear or nonexistent.
Writing lacks logical organization. It shows some
coherence but ideas lack
unity. Serious errors.
One or more topics were not addressed. Details are
somewhat sketchy. Do not support topic
Unable to find specific details
Some titles or sub-titles to clarify text
No titles or sub-titles to clarify text
Some text are clear and readable,frequent changes in
size and color do not enhance understanding
Citations within the body of the report and a
corresponding reference list were . Some formatting
problems exist, or components were missing.Writing
does not consistently follow appropriate style and/or
format. Source documentation is incomplete. It may be
unclear which references are direct quotes and which
are paraphrased.
text are not clear and readable,frequent changes
in size and spacing. Color do not enhance
understanding
Citations for statements included in the report
were not present, or references which were
included were not found in the text.
5-10 errors in spelling, grammar (such as subject/verb Writing contains numerous (10 or more )errors
agreements and tense), sentence structure and/or other in spelling, grammar, and/or sentence
writing conventions distract the reader.
structure which interfere with comprehension.
Style and/or format are inappropriate for the
assignment. Fails to demonstrate thoroughness
and competence in documentation.
Fair (2)
Poor (1)
The quality of the section is below acceptable Almost none of the required themes are
average. Basic concepts related to the section are elaborated in the section. The section has
confused or vague. The student demonstrates poor major flows.
understanding of the basic concepts.
Missing three or more of
the required elements
as stated in the
directions/instructions
Several required
elements are
missing from the
project
Summary may omit a some facts or provide an
incomplete picture of the report or deliverables.
Reader may be unclear as to project’s goals,methods,
or status.
Summary is incomplete, leaving reader puzzled
about what the team is providing in its larger
report.Goals, methods, and status are unclear
or insufficiently described.
Provides common verbal communications but does
not explain their relevance in the negotiation process
Does not include an overview of common and
unique verbal communication
Provides common nonverbal communications but
does not explain their relevance in the negotiation
process
Does not include an overview of common and
unique nonverbal communication
Provides a little bit overview of the decision-making
process but does not explain how it will impact the
negotiation process
Does not include an overview of the decisionmaking process
Does not explain how the target country’s culture will
impact the negotiation process
Does not include an analysis of culture
Does not explain how the target country’s economy
will impact the negotiation process
Does not include an analysis of the economy
Does not explain how the target country’s market will
impact the negotiation process
Does not include an analysis of the market
Does not include all critical stakeholders in analysis
Does not identify the critical stakeholders
Does not sufficiently describe the stakeholders’ roles
in the negotiation
Does not include an analysis of stakeholders’
roles
Does not sufficiently describe the stakeholders’
priorities inthe negotiation
Does not include an analysis of stakeholders’
priorities
Does not sufficiently explain the measures that will be Does not provide anexplanation of measures
taken to ensure all stakeholders aresatisfied with the that will be taken to ensure all stakeholders are
outcome of the negotiation
satisfied with the outcome of the negotiation
Does not consider all of the necessary aspects of the
Does not provide a bargaining strategy
negotiation plan
Does not provide a convincing explanation
Does not provide an explanation for why
thestrategy would be effective
The BATNA and its influence on the negotiation
strategy are not explained properly
Does not include a BATNA
Does not consider all of the necessary aspects of the Does not provide a conflict management
conflict management plan
strategy
Does not consider all stakeholders in the creation of
the conflict management strategy
Does not analyze the effectiveness of the
conflict management strategy for each group of
key stakeholders
Does not consider all critical cultural aspects affected Does not analyze the cultural considerations of
by the conflict management strategy
the conflict management strategy
Does not provide a conclusion
Conclusion is inconsistently tied to some of the
information discussed; related outcomes
(consequences and implications) are oversimplified.
The student provides concluding remarks that dosen't
show an analysis and synthesis of criteria. The
recommendations may not follow from the criteria, or
they may not appear in a numbered list.
There is no indication the student tried to
synthesize the information or make a
conclusion based on the criteria. There are no
clear recommendations.
Little attempt is made to acknowledge the work of
others. Most references that are included are
inaccurate or unclear
No evidence that acknowledge the work of
others. All references that are included are
inaccurate or unclear
Several references or citations missing or incorrectly
written.
Reference and citation errors detract
significantly from paper
1000- 2000(No deduction)
On deadline
(No deduction)
Less than 10 %
(No deduction)
Group Members Participation (projects/activities)
[marks obtained /16 *3])
Excellent (4)
Criteria
Student has shown high enthusiasm
and competency. Consistently stayed
focused and self directed
1. Level of engagement/participation
in the class
Attendance during activity time
Involvement and participation
2. Behavior
Get along , takes other opinion and
views, cooperative
3. Teamwork
Collectivism approach rather than
individualistic
4. Questioning and discussions and
problem solving
Group Members Participation (projects/activities) (20%)
- 3 Marks
Very Good (3)
Good (2)
Poor (1)
Student has shown positive attitude
and competency. Stayed focused and
participative
Student has shown average
participation and focus
Student shown inconsistent
participation and focus
No Evidence (0)
Student has shown no participation
and focus
Scoring Rubric for Oral Pre
Category
Content 40% (2 marks)
Media 20% ((1 mark))
Media 20% ((1 mark))
Delivery 40% (2 marks)
Scoring Rubric for Oral Presentations (5 marks)
Scoring Criteria
Introduction is attention-getting, lays out the
problem well, and establishes a framework for
the rest of the presentation.
Summarizing the presentation
Body of content/Key points
•
Valid argument.
•
Describes methodology.
•
The talk is logical supported with
evidence and examples.
Presentation contains accurate information.
Well patterned
Logical sequence
Coherence
Format
•
•
•
•
•
Font size- 12
Font type- times new roman
Creativity
Design
Alignment
Visual Aids
•
•
Videos
Links
Tables/Graphs/Charts/Diagrams
Visual aids are well prepared, informative,
effective, and not
Distracting. (Media Handling/Coordination)
Speaker maintains good eye contact with the
audience and is
Appropriately animated (e.g., gestures, moving
around, etc.).
Speaker uses a clear, audible voice.
Delivery is poised, controlled, and smooth and
without reading.
Good language skills and pronunciation are
used.
Formal attire, Physical Appearance.
Oral Presentations (5 marks)
Marks
0.5
1
0.5
0.33
0.33
Score
0.33
0.33
0.4
0.4
0.4
0.4
0.4
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