MGT6042 Coursework: Negotiation and Intercultural Communication

Requirements: Please choose ONE topic from the essay list. In your essay, please address the three points below:
● The key concepts of negotiation and intercultural communication theory and how this theory informs (intercultural) negotiation practice.
● The key components of an effective disputing/negotiating style.
● Relevant case studies, research and real-life examples.
The essay list (please choose ONE topic from the following six topics)
1) Why are most negotiators unable to reach integrative (win win) solutions and what can be done to move a negotiation from distributive to
integrative?
2) What are the key cultural dimensions involved in negotiations? What are the implications of these for intercultural negotiators?
3) Choose one of the following and analyse how they affect negotiations:
a) Power
b) Gender
c) Ethics
d) Teams
e) Agents
f) Information technology/on-line negotiation
4) Discuss the relevance of a ZOPA, BATNA, reservation and target point within negotiations.
5) Analyse the impact of ‘first offers’, ‘anchoring’ and ‘concessions’ within negotiations.
6) Outline the pros and cons of each approach within Ury, Brett, and Goldberg’s interests, rights and power framework for conflict resolution.

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