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    The Art of Negotiation

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    Imagine you are the director of global business development at an American company. The company is preparing to expand its business to new markets in other countries, and the training and development department has asked you to prepare an article for the company's employee magazine.

    Provide information on the negotiation phases and tips for achieving success.

    Explain how culture affects negotiations and the issues employees should consider.

    Use at least three sources to support your ideas. Include a list of references, APA style.

    Incorporate personal examples and experiences into your presentation. You may also include graphics.

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    Solution Preview

    First of all, as you brainstorm for your paper, you might want to add a creative title to lure readers. Something like "East Meets West" is feasible if you are doing an exploration of those geographical areas. You then need to paint a picture and maybe tell a short narrative about the relocation to spark interest. In this introduction, you need to carefully articulate a thesis statement to guide your paper. I also like this alluring quote which could be used to hook your reader to the topic at hand: " How then should
    an executive prepare to cope with culture in making deals in Singapore this week and Seoul the next" (http://www.iveybusinessjournal.com/view_article.asp?intArticle_ID=514)?

    A sample thesis statement for you might be: As a result of varying cultural norms, nuisances, and traditions, this paper emphasizes the need for effective international evocation strategies, provides tips and strategies for bridging cultural differences in negotiation, and highlights methods for better understanding global business. What do you think of something to that effect?

    After stating your thesis, you then need to add a smooth transition into main point #1. Something like this one might work: First, it is vital to demonstrate the need for effective international negotiation strategies.

    When working in the Caribbean area, for example, global businesses seems to operate on "island time." Experts show how cultural differences definitely affect global business. Research reveals, "For one country's negotiators, time is money; for another's, the slower the negotiations, the better and more trust in the other side" (http://www.iveybusinessjournal.com/view_article.asp?intArticle_ID=514). Global business means dealing not only with physical and geographical borders, but also crossing cultures. Thus, it is imperative to deal with culture in negotiations since it "profoundly influences how people think, communicate, and behave. It also affects the kinds of transactions they make and the way they negotiate them" ((http://www.iveybusinessjournal.com/view_article.asp?intArticle_ID=514).

    Another example of why diversity is needed comes from this scenario: "Differences in culture between business executives-- for example, between a Chinese public sector plant manager in Shanghai and a Canadian division head of a family company in Toronto-- can create barriers that impede or completely stymie the negotiating process"(http://www.iveybusinessjournal.com/view_article.asp?intArticle_ID=514). Because cultures view negotiation differently, it is important to understand diversity's rightful place in order to succeed ...

    Solution Summary

    Help with sources for the art of negotiation is guided.