Module 4 – Case
THE NEGOTIATION PROCESS AND CULTURAL IMPLICATIONS
Case Assignment
Turn in a 3- to 4-page paper (page count does not include
cover or reference list) addressing the following:
Summarize the five phases of negotiation and some of the
important elements to consider in each step.
You don’t have to reiterate every detail, but focus on presenting the
five phases according to your negotiating style.
Assignment Expectations
Answer questions with clarity.
Show depth and breadth to enhance the quality of your paper.
Search in our library to find some papers/articles to
support your argument and show them in the reference list.
Turn in your answers by the module due date.
Module 4 – SLP
THE NEGOTIATION PROCESS AND CULTURAL IMPLICATIONS
The OSHA Negotiation:
Your electrical contracting company managed to get a pretty
decent settlement from OSHA. The elevator shaft penalty was withdrawn and you
got a penalty reduction on the cord violation (provided you increase diligence
on enforcing the cord inspection program). There was even a reduction on the
third violation that you did not expect. Your total penalty was reduced from
$14,000 to $7,300.
Time to change hats:
In this SLP, however, you are going to be asked to take off
your OSHA negotiations hat and will need to consider a different situation.
Your electrical contracting company is considering bidding on a job to provide
all of the electrical installation work for a Chinese general contractor who is
building a manufacturing facility for their parent company (also from China) in
your state.
Given the breakdown in trade barriers over the years and
increased cultural diversity in our nation, an appreciation for cultural
difference and consideration of international business negotiations may prove
useful in your future dealings.
For this assignment please read/review the articles set
aside in your background readings for your SLP.
Given the other materials you have covered in this class, what
considerations should be made when preparing to negotiate, and during
negotiations, with individuals from other cultures and different countries? You
may use the ‘negotiation with a Chinese general contractor’ example above for a
point of reference.
SLP Assignment Expectations
Answer questions with clarity.
Show depth and breadth to enhance the quality of your paper.
Search in our library to find some papers/articles to
support your argument and show them in the reference list.
Turn in your 2- to 3-page paper by the module due date.
