1. Describe the five stages of the negotiation process. Explain how the negotiation can be unsuccessful if you leave out one of the steps. Your response must be at least 500 words in length. 2. You are a businessperson noted for your ability to complete negotiations in the U.S. within 24 hours. You have been sent to Mexico to negotiate a lucrative joint venture. Discuss the decisions you will have to make and the strategies you will have to use in order to ensure a positive outcome. Your response must be at least 500 words in length. 3. In the decision-making process, you must take into account several cultural variables. Describe one of the variables associated with risk tolerance and one of the variables associated with internal/external focus of control. Why are these important factors to consider? Your response must be at least 500 words in length. 4. List four nonverbal characteristics of culture that you must understand when engaging in negotiations overseas. Explain how an understanding of each characteristic will help you negotiate successfully. Your response must be at least 500 words in length. Grading Rubric for Written Response CRITERIA ACHIEVEMENT LEVEL Level 1 0-41 Response focus may not be clear to the reader, and/or the ideas may not make sense. Little to no analysis is demonstrated, and novel, relevant insight may be lacking. The writing may contain numerous errors that interfere with the reader’s ability to grasp the writer’s meaning. Level 2 42-48 Response may be somewhat unfocused, but demonstrates some effort at analysis. Supporting ideas may be lacking, difficult to determine, and/or provide little to no novel or relevant insight. The reader may have difficulty at times determining what the writer is trying to say. Level 3 49-55 Response generally focuses on the topic, but may occasionally stray. Analysis is fairly thorough. Supporting ideas are fairly well developed. Presentation is interesting and may contain a few novel insights that are relevant to the topic. Level 4 56-62 Response generally focuses on the topic and demonstrates thorough analysis. Supporting ideas are fairly well developed. Presentation is interesting and contains somewhat novel insights that are relevant to the topic. Level 5 63-70 Response remains fully focused on the topic. It demonstrates thorough analysis resulting in novel insight with relevant and fully developed supporting ideas. The presentation is engaging. Organization 20 percent 0-11 The organization is hard to follow; ideas are not linked together and/or may be fragmented. Lacking any logical grouping of ideas or transitions from one idea to the next. 12-13 The organization is mostly unclear and could be arranged in a more logical way. Some ideas are linked together, but some ideas are fragmented. There is little to no grouping of ideas or use of transitions. 14-15 The organization is fairly clear, but it could be arranged more logically to better support the proposed solution. Ideas are somewhat grouped together with a few transitions between groups. 18-20 The organization results in clarity and presents logically arranged points to support the proposed solution. Related ideas are well grouped, and transitions between ideas flow smoothly. Writing Mechanics 10 percent 0-5 Writing lacks clarity and conciseness. Serious problems with sentence structure and grammar. Numerous major or minor errors in punctuation and/or spelling. 6 Writing lacks clarity or conciseness. Minor problems with sentence structure and some grammatical errors. Several minor errors in punctuation and/or spelling. 7 Writing is somewhat clear and concise. Sentence structure and grammar are strong and mostly correct. Few minor errors in punctuation and/or spelling.. 16-17 The organization results in clarity and presents mostly logically arranged points to support the proposed solution. Ideas are grouped fairly well, and there are transitions throughout the document. 8 Writing is mostly clear and concise. Sentence structure and grammar are strong and mostly correct. Few minor errors in punctuation and/or spelling. Content 70 percent 9-10 Writing is clear and concise. Sentence structure and grammar are excellent. Correct use of punctuation. No spelling errors. Total Score 
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