ANSWER IN 30 HOURS. NO LATE DELIVERY.

INT 660 Case Study: Arab-Style Negotiation Guidelines and Rubric After reviewing the Mini-Case: Arab-Style Negotiation (found on pages 214–216 of the textbook), students will answer the following questions: 1. When conducting negotiations with Arab negotiators, the Western style of negotiation can be counterproductive. Explain why.

2. Using wasta is an accepted business practice in the Arab world. What is wasta? What are the advantages of using it as seen through the eyes of Arab managers?

3. Describe some similarities and differences in negotiation styles between Arab-style negotiation and negotiation styles in your chosen country. Guidelines for Submission: Your case study should follow these formatting guidelines: Use of at least one source, one page double-spaced, 12-point Times New Roman font, one-inch margins, and citations in APA format.

Instructor Feedback: This activity uses an integrated rubric in Blackboard. Students can view instructor feedback in the Grade Center. For more information, review these instructions.

Critical Elements

Exemplary (100%)

Proficient (90%) Needs Improvement (70%)

Not Evident (0%) Value

Western and Arab-Style Negotiations

Meets “Proficient” criteria and substantiates ideas with clear and relevant examples

Explains how the Western style of negotiations can be counterproductive when conducting business in the Arab world

Does not sufficiently explain how the Western style of negotiations can be counterproductive when conducting business in the Arab world

Does not explain how the Western style of negotiations can be counterproductive when conducting business in the Arab world

30

Wasta Business Practices Meets “Proficient” criteria and substantiates ideas with clear and relevant examples

Describes wasta business practices and identifies the advantages of using wasta from an Arab manager’s perspective

Includes description of wasta but does not identify advantages of using the business practice from an Arab manager’s perspective

Does not include a description of wasta business practices

30

Arab vs. Selected Country Negotiation Styles

Meets “Proficient” criteria and substantiates ideas with clear and relevant examples

Compares and contrasts similarities and differences in negotiation styles between Arab style negotiation and negotiation styles in student’s chosen country

Compares similarities and differences in negotiation styles but does not provide clear and concise distinctions between the two countries

Does not include a comparison of the two countries’ negotiation styles

30

REFERENCE: Barry M (2014), International Business Negotiation: Principles and Practice, pages

27-18, Palgrave Macmillan. (TEXTBOOK)