Although relationship-building is relevant to either domestic or international negotiation, it takes on increased importance in many multi-cultural negotiations due to how various cultures assess the importance of relationship to the negotiation process. For this assignment, you will be researching and evaluating relationship-building in international negotiation.
For the first part of your paper, provide two researched definitions of negotiation and evaluate whether relationship-building is a substantive part of the definitions. Include a possible edit of a negotiation definition to enhance the place of relationship-building. Defend your edits with research.
Next, assess some of the social and economic consequences for failing to concentrate on relationship-building while negotiating with someone (individual, delegation, or country) that perceives relationship to be an important part of the process. Your assessment in this section should apply to both a negotiation event as well as larger leadership activities.
Next, analyze some of the important indicators to being culturally sensitive to relationship needs or concerns (and other needs and concerns as might be appropriate) in a negotiation. What would be seen? What would be heard?
Finally, defend three best practices or recommendations for leaders to enhance relationship building in international negotiation and global leadership activities. Make sure to defend your recommendations with research.
Submit your paper as a 3- to 4-page Microsoft Word document, using APA style.
use scholarly references also text book below
Brett, J. M. (2014). Negotiating Globally, (3rd ed.). San Francisco, CA: Jossey-Bass. ISBN: 9781118602614
Lewicki, R. J., Saunders, D. M. and Barry, B. (2014). Negotiation: Readings, Exercises, and Cases. New York, NY: McGraw-Hill. ISBN: 9780077862428
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