Session 4 - Conflict Management & International Negotiation

Question 1

What are the 3 interconnected aspects that need to be considered before entering into any cross-culturalnegotiation ?

Answer 1

According to the Commisceo Global guide, there are 3 interconnected aspects that need to be considered before entering into any cross-cultural negotiation:

1) The basis of the relationship
2) Information at negotiations
3) Negotiation styles

Question 2

What is the Performance Equation ?

Answer 2

P = f (M, A, O) Performance, motivation, ability, opportunity

Question 3

What is the Opportunity mean ?

Answer 3

O - resources BEST : B - E - S - Time

Question 4

What are the 3 types of conflicts ?

Answer 4

Task
Process
Personal

Question 5

What are the 5 guidelines to plan virtual negotiations ?

Apkub

Answer 5

1) Assign clear roles
2) Practice offline
3) Keep chatting brief
4) Use video
5) Be short and sweet

Question 6

What are the sources of conflict ?

Answer 6

1) External
- Political context
- Political/economic shifts
- Legislation Social challenges/value shifts
- Technological shifts
- Environmental shifts

2) Internal

Business strategy Management / leadership styles
Ambiguity 
•chain of command •job descriptions
•evaluation criteria
Time pressure