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Final Test for International Business Negotiation


Final Test for International Business Negotiation Part I Questions and Discussions 1. What is the dilemma of honesty and the dilemma of trust in negotiation. (10 points) 2. Discuss the Conflict in Negotiation. The following points should be covered: definition of conflict, levels of conflict, functions and benefits of conflict, major strategies for conflict management. (10 points) 3. Discuss the integrative negotiation. The following points should be covered: definition, characteristics, major steps in the integrative negotiation process. (10 points) 4. Discuss the planning process of negotiation. (10 points) 5. Discuss the Communication in a negotiation. How to improve communication in negotiation? (10 points) 6. Discuss the ways to conceptualize culture in international negotiation. (10 points) Part II Cases study 1. (15 points) (1) What is the conflict in this case? (2) What is the type of interdependent situation in this case? (3) What are the strategies adopted by the two parties for conflict management respectively? (4) What are the stakes for the two parties respectively? (5) Is there any intangible factor in this case? If Yes, list it. 2. (10 points) (1) What kinds of points are $1, 000 and $700 according to the distributive bargaining theory? (2) How did the buyer manage to influence the seller’s resistance point? (3) If you were the seller, what would you do? 3. There are two partners in a successful enterprise, Business Consulting Firm, Samantha and Emma, that employs eight other non-partner consultants. The partners are deciding where to locate their new office; half their clients are downtown and half are in the suburbs. There are two possible locations that they are considering leasing. Samantha prefers the downtown location. It has less floor space but is a more prestigious address. While its offices are smaller, its location is equidistant from where both partners live. Emma prefers the location in the suburbs. It has more floor space and larger offices, and it is newer. It is also located closer to Emma’s house, but farther from Samantha’s. A compromise solution--- stay in the current location --- is possible, but Samantha and Emma want to determine whether other solutions better meet the needs of the consulting firm. Use the following five tactics of “(1) Expand the pie, (2) Logroll, (3) Use nonspecific compensation, (4) Cut the cost for compliance, (5) Find a bridge solution” to solve the problems in the above situation. (15 points)


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