Assignment Overview
Pack Your Bags: We Are Going Global!
Interpersonal communication has a direct effect on communications in general, and also at the negotiating table. That communication becomes even more important when negotiations include colleagues from different cultures. Cultural differences can create communication barriers; make it more difficult to interpret each other’s behaviors/nonverbal communications; and also influence both the form and the substance of bargaining. Therefore, let’s examine some of the personal and communication styles of various cultures.
Read the following article that takes us on a comparative journey between the West, the Latin countries, East Asia, and Middle East/South Asia, and how certain negotiation aspects are perceived respectively:
Brett J. M., Gunia, B. C., & Teucher, B. M. (2017). Culture and negotiation strategy: A framework for future research. Academy of Management Perspectives, 31(4), 288–308. Retrieved from the Trident Online Library.
Using this information, as well as some additional research in peer-reviewed sources, complete your Case assignment. Pay special attention to the personal styles and preferences between the four cultural groups covered within the background article.
Case Assignment
Once you have read the assigned background article, as well as completed some peer-reviewed research of your own, answer the following:
- 1. How would you concisely summarize each of the negotiation styles and preferences of cultural groups discussed therein?
- 2. What specific personality attributes should you be aware of in each cultural group?
- 3. If you were to negotiate/bargain with colleagues from one of the cultural groups presented in the article, what practical points should you be sure to put into practice?
PART B: SLP: MUST BE 600 WORDS: APA:
NEGOTIATION STYLES AND COMMUNICATION
In the background readings, it was noted that personality and communication styles influence how we approach and carry out negotiations. How much do you know about your own personality and communication style, and how can this influence your participation in negotiations? Please take a few minutes to complete the free abbreviated Myers-Briggs personality test (using the link below – do this first!), then watch the video lecture about personality and negotiating. Take some notes, and then reflect upon that information to complete your assignment.
When taking the personality test, read the questions carefully, and react without putting too much thought into the answers. It should take you approximately six minutes to complete the test.
Here’s the free personality test. https://www.16personalities.com/free-personality-test
SLP Assignment Expectations
In a 600 words reflection paper, answer the following:
- 1. What were the results of your personality test, including your letters? Summarize each category of the results clearly. (It is suggested that you further research your Myers-Briggs type to better understand the letters.)
- 2. How can your result affect your experience as a negotiator? Be as specific as possible in your response.
- 3. What advantages/disadvantages would you have in coming to the negotiation table?
- 4. What potential mistakes could having this information help you to prevent?
USE AND CITE THE FOLLOWING READINGS:
Brett J. M., Gunia, B. C., & Teucher, B. M. (2017, November). Culture and negotiation strategy: A framework for future research. Academy of Management Perspectives, 31(4), 288–308. Retrieved from the Trident Online Library, ProQuest Central. (Search journal title, first author’s last name and name of article.)
Griessmair, M. (2017). Ups and downs: Emotional dynamics in negotiations and their effects on (in)equity. Group Decision and Negotiation, 26(6), 1061-1090. Retrieved from the Trident Online Library.
Narsimhan, S., & Devi, P. U. (2016). Competitive negotiation tactics and Kraljic portfolio category in SCM. Journal of Supply Chain Management Systems, 5(3), 35-50. Retrieved from the Trident Online Library.