PART P - S

PART P.

Power of Information (150 Words)

· Informational source of power is considered the most important power in negotiation. 

· Explain why negotiators prefer information over any other form of power in the negotiation process. 

· Provide an example of how power of information can be used in negotiation.

PART Q.

Relationships and Power in Negotiation (3 Pages)

Consider a situation where you are negotiating with your boss for a higher salary. Discuss the role of relationship and power in the negotiation process. If your boss has more power in the negotiation process for a higher salary, how would you counterbalance him or her? Do you think reputation, trust, or justice will play a role in the negotiation process with your boss? Why or why not?

PART R.

Western vs. Asian Cultures (150 Words)

· Read “10 Ways that Culture Can Influence Negotiation” on page 254 – 258, and analyze how FIVE of them influence Western culture. For example, Americans view negotiating as a competitive process and signing a contract. Be specific and provide examples when necessary. 

Lewicki, R. J., Saunders, D. M., & Barry, B. (2015). Essentials of Negotiation (6th ed.). McGraw-Hill

ISBN: 9780077862466

PART S.

Oranges Between the USA and Japan (3 Pages)

The USA and Japan were in negotiations for a period of ten years, (1977 – 1988) over oranges. The Americans had certain goals that they wanted to accomplish in these negotiations. These goals included; exporting of American oranges in the Japanese market, demand that Japan liberalizes its market, and to eliminate the trade barriers in Japan. The Japanese also had their own goals that they wanted to accomplish in the negotiation process. These included; maintaining its positive image outside Japan, avoiding intervention from GATT (General Agreement on Trade and Tariffs), and to avoid sanctions from abroad.  Initially, the Japanese refused to negotiate right away, and started negotiating only when Americans threatened them that they would take the issue to GATT panel.Using Hofstede’s Model of Cultural Dimensions from our textbook, compare and contrast the cultural differences that might influence both parties. 

· Based on the cultural differences, develop a culturally responsive negotiation strategy for American negotiators to deal with Japanese negotiators