Negotiating across cultures

The purpose of this assignment is to try your hand as an international business consultant. The exercise provides practical application of many of the course objectives including identifying cultural patterns, demonstrating how these patterns influence business situations and researching foreign cultures.
First, read Negotiating the Top Ten Ways That Culture Can Affect Your Negotiation.
Then, read the following cross-cultural scenario (adapted from the textbook):
Larry Ligo, an art dealer from Florida, was in some intense business negotiations with a Brazilian firm. At the meeting many different opinions were discussed. And at times the exchanges became somewhat heated. This intensity was exemplified by the Brazilians, who tapped Larry on the shoulder or arm each time they expressed an opinion. The repeated taps began to make Larry angry. In fact, he wondered whether the Brazilians were trying to pick a fight. The next time Larry was touched on the arm he impulsively jerked his arm away. The Brazilians were surprised by Larry’s response. After that, Larry sensed that the discussion was not progressing smoothly.
In this example, a basic cultural conflict occurs among the parties involved. Using the textbook,Hofstede Insights Country Comparison, GoinGlobal Country Career Guides, State gov, etc., idenitify the conflict and suggest how it could have been avoided or minimized.
In at least 500 words, answer the following questions:
What went wrong? Was there an example of prejudice?
Why did it happen?
Discuss the strategies that you should use to guide international negotiations. What would you recommend avoiding this situation in the future?
From the article, which three of the ten ways that culture can affect your negotiation seem most important to be aware of as an American negotiating globally.
Identify a country that interests you and explain how negotiating in that culture would have to be tailored to fit that culture based on the three factors you highlighted above. You should use your text, the article and the other course resources to support your position. For example, which cultural dimensions are reflected in the negotiation factors you chose?
Be specific and use the language of the course to support your position. For example, is this conflict related to Power-Distance? Uncertaintly Avoidance? How do you know?

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