Introduction
In this section, please introduce the definition of the main concepts related to the research question provided here after. Introduce the main research question: What is the influence of culture on negotiation styles and conflicts management? Explain why this topic is important and particularly topical. Introduce what follows in the manuscript. Word counts suggestion: 300 words.
Theoretical background
In this section, please write an organised review on the following theories and concepts (see required references to help you): culture and negotiation/conflicts; harmony, confrontation and regulation models; negotiation styles and conflict resolution styles; face, face concern and facework strategies; social distance, social awareness and cultural empathy. See in particular (but you complement these with the resources of your choice) Ren & Gray (2009), Kozan (1997), Chin & Liu (2015), Kern, Lee, Aytug and Brett (2012), Oetzel, Garcia & Ting‐Toomey (2008) and Posthuma, White, Dworkin, Yánez & Swift (2006). Word counts suggestion: 700 words.
Reflective analysis
In this section, please describe three meaningful situations during the two live negotiations exercise to reflect on what you have learned in relation to culture and negotiations. Write one paragraph per situation and a couple of additional paragraphs for your personal analysis. Use your notes to help you. Include both your notes in appendix (Appendix 1 and 2). Word counts suggestion: 500 words.
Critical discussion
Research and theories on culture and negotiation are primarily grounded in Western ideology and it is possible that current knowledge does not reflect the realities of the process negotiation in other cultures (see Brett & Mitchell, 2019). Discuss this statement and provide a critical analysis of what this may implies. Integrate in this discussion the concept of indigenous construct of conflict and negotiation and the variations of connotation of the concept of negotiation in different cultures. See Brett & Mitchell (2019); Doucet, Jehn, Weldon, Chen, & Wang (2009) and Lin (2010) to help you. Discuss Word counts suggestion: 500 words.
Managerial implications
In this section, please write recommendations for managers and cross-cultural negotiators, think for instance the issues related to culture and comnunication (week 6 topic), culture and leadership (week 7), culture and negotiations (week 8, see also Kern, Lee, Aytug and Brett, 2012), culture and ethics (week 9) but also trustworthiness in negotiation (Brett and Mitchell, 2019), Word counts suggestion: 500 words.
References
Note that these references need to be cited in your journal (required) and appear in your reference list too.
Brett, J. M., & Mitchell, T. (2019). Searching for trustworthiness: culture, trust and negotiating new business relationships. International Journal of Conflict Management.
Chin, T., & Liu, R. H. (2015). Understanding labor conflicts in Chinese manufacturing: a Yin-Yang harmony perspective. International Journal of Conflict Management.
Doucet, L., Jehn, K. A., Weldon, E., Chen, X., & Wang, Z. (2009). Cross‐cultural differences in conflict management. International Journal of Conflict Management.
Kern, M. C., Lee, S., Aytug, Z. G., & Brett, J. M. (2012). Bridging social distance in inter‐cultural negotiations:“you” and the bi‐cultural negotiator. International Journal of Conflict Management.
Kozan, M. K. (1997). Culture and conflict management: A theoretical framework. International Journal of Conflict Management, 8(4).
Lin, C. (2010). Studying Chinese culture and conflict: A research agenda. International Journal of Conflict Management.
Oetzel, J., Garcia, A. J., & Ting‐Toomey, S. (2008). An analysis of the relationships among face concerns and facework behaviors in perceived conflict situations. International Journal of Conflict Management.
Posthuma, R. A., White, G. O., Dworkin, J. B., Yánez, O., & Swift, M. S. (2006). Conflict resolution styles between co‐workers in US and Mexican cultures. International Journal of Conflict Management.
