Topic: The final paper will be within the context of ?Cross-Cultural Business negotiations between GCC countries and the rest of the world or vice-versa?
The GCC is:
The Cooperation Council for the Arab States of the Gulf, originally known as the Gulf Cooperation Council, is a political and economic union of Arab states bordering the Persian Gulf, namely Bahrain, Kuwait, Oman, Qatar, Saudi Arabia, and the United Arab Emirates.
(1 page) Short Intro and Statement of the Issue; present the debate
(3-5 pages) Describe Situation/Identify Negotiation issues. Cite authority indicating some research (6-?8 sources); proving this is not a flow of consciousness; show what authorities in the area are thinking.
(5-7) pages Analysis here analyze the negotiation topic in depth. Explain the barriers and opportunities for negotiation. Apply negotiation principles to your fact situation and support with other research authorities perspectives. This is most important. This is not a law review article but you do need to acknowledge other sources.
(1-2) page Proposal/Conclusion: as long as thought out ? show me your thinking is more important that whether anyone is ?right.?
Negotiation notes:
For the negotiation final paper have 4-5 principles/dynamics present in the paper.
The paper is supposed to provide NEW techniques other than the two provided in class (integrative and distributive bargaining). The paper should introduce NEW methodologies or negotiation techniques.
Explain How and why for each dynamic. Use negotiation terminology! Eg. Rapport building, Target point, BATNA, Reservation point, Anchoring, Sunk costs.
Keep in mind: Effective negotiation ? Getting valued resources ? Maintaining and building relations ? Peace of mind Business level ? Profitable deal making ? Getting positive press ? Enhancing reputation ? Building the brand
How to behave when in conflict? Tips for a negotiator in a competitive negotiation Eg.. call out his tactic How to move from Positional Distributive Bargaining to Integrative? Eg.. ask questions/ aware of body language Positions = What you want, Interests = Why you want
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