Overview: For this activity, you will develop the written content for a pocket reference guide on the negotiating process in a foreign country.
Prompt: Consider the following scenario:You work for a medium-sized U.S. manufacturing company. Executives at the largest big-box chain store in your top foreign export (indirect) market are interested in trialing your product line at their headquarter country’s stores. Because your company has no direct export or retail presence in their country and no international sales team, you and your senior product line manager (who is of the opposite sex) will personally negotiate with the company executives at their foreign headquarters. Before traveling, your product manager asks you to create a pocket negotiations guide highlighting any cultural tendencies they may encounter during the negotiation process.
To complete this assignment, select one of the following countries for your negotiation partner headquarters: China, Japan, United Kingdom, Germany, Russia, Brazil, or India.
Create the written content for a pocket reference guide that informs your readers on national cultural tendencies in terms of negotiation process, goals, and types of outcomes. Remember to use the culture comparison and country profiling tools in SNHU’s CultureWizard as well as The World Factbook and other cultural surveys to provide evidence-based rationale supporting your analysis. Remember to prioritize your findings. You do not need to include images or graphics, but they may assist in conveying information efficiently.
Your submission should include information about each of the negotiation attributes below. Your response should describe the cultural tendency within each attribute, providing prescriptive advice for a successful negotiation.
Decision making and power structure (hierarchical vs. flat)
Goal orientation (contract vs. relationship driven)
Attitude (win/lose vs. win/win)
Personal style (casual vs. formal)
Communication style (direct/linear vs. indirect/circular)
Time sensitivity (slow-paced vs. fast-paced)
Emotionalism (low vs. high)
Risk taking (low vs. high)
Team orientation (independent vs. consensus)
Gender roles (male/female equality vs. male-dominated)
Agreement-building strategy (overarching principles vs. specific details)
Agreement format (general vs. specific terms)
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