What communication or cultural barriers you encountered during the negotiation and how you (and your negotiation partner(s)) managed them.

REQUIRED COURSE MATERIALS Required Books: Malhotra, D. & Bazerman, M., Negotiation Genius (Bantam Dell, 2008) ISBN 978-0-553-38411-6 Meyer, Erin, The Cultural Map: Breaking Through the Invisible Boundaries of Global Business, (Public Affairs Publishing, 2014) ISBN 978-1-61039-250-

Journal 5

Identifying Interests and No-Deal Options (BATNA)
Assignment: 3-D Negotiations excerpt Chapters 6-7 (On Canvas) uploaded in the files
Exercise: Zephyr Motors
My role is attached
and the notes on how our negotiation went is in the instructions as well

Reflections/Journals instructions For at least 6 of the simulations conducted in class you are required to prepare a reflective Journal. You may select which 6. Journals should contain your reflections on that class’s simulations/case study and the application of the assigned course material. Each Journal should not exceed 4 pages.

Journals should at least include the following:
• The date of the class and the name of the simulation that is being focused on.
• The outcome of the negotiation, whether the outcome met your objectives, and how the outcome met your interests, concerns, and objectives
• A discussion of what you did well in the negotiation, and perhaps more importantly, what you could have done better and what you would do differently next time
• What strategies worked and didn’t work for you and the other party with whom you were negotiating, and what you saw or heard that indicated to you that your strategy was or was not working
• Whether your planned strategies for the negotiation worked, and if not, what strategic changes you made during the negotiation to be more effective, and why you made those choices
• What communication or cultural barriers you encountered during the negotiation and how you (and your negotiation partner(s)) managed them.
• How materials from the reading for that class period (or a previous class period), lectures or prior simulations influenced how you (Citation to course materials should be included; formal citations are not required)

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