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My coursework is writing about international negotiation, I have chosen “Google and China” as a case for discussing two parties negotiation.
Before I write about the case, I would need to write the literature review of “Ghauri Framework” (It is the main framework for my coursework to discuss and related), but I also need find “Weiss Framework” and “Ott Framework” to criticise the Ghauri Framework. The literature review part should only theory and not much related to the case that I chosen.
After the literature review, it will be the application (case), the negotiation analysis, I will need to discuss Google and China case and compare both parties.
I have got a book of Ghauri Framework and it can be accessed online only, can get password to access if you don’t have access online. I also have Ott Framework document if you needed.
All uploaded in the file
Set by lecturer:
The coursework requirement:
The coursework needs to balance theory and practical experience. the structure of the module indicates a theoretical underpinning regarding the challenges of international negotiations:
5000words
The coursework should have the form of a research paper and could focus on the following:
a) It will consist of a conflict analysis of a current international conflict of your choosing, drawing on relevant negotiation literature and theory. It will include identifying primary and secondary parties, positions, interests, options, etc.
b) It will be a strategy briefing for one of the parties in the conflict you have analyzed. In the briefing, you will be providing advice as to how that party should proceed with the negotiation, given the data in the conflict analysis. It should also include attention to preparation, power dynamics, culture and negotiation and decision analytic issues where relevant, and coalitions.
c) A research paper that examines a particular example of international negotiation, with special attention to the process at work. The task is to identify an appropriate historical or current instance of international (business or political) conflict, and using the materials of the course is chosen, the paper might reasonably focus on the reasons for this success and the critical turning points, as well as missed opportunities that might have led to an even more successful outcome. If the paper’s focus is a “failed” negotiation, then the analyst should consider the reasons for this failure, and possible missed opportunities.
Structure
1. Introduction (Below 400 words)
2. Literature Review (Around 2000 words)
Ghauri Framework:
Background
Atmosphere
Negotiation Process: Pre-, Face-to-Face, Post-Negotiations
Culture (Negotiation Styles)
Strategy (Negotiation Behavior)
Criticise or find literature to support it;
Weiss Framework (RBC – Relationships, Behavior and Communication)
Ott Framework (Clashes between LMR cultures – Cooperation and Conflict)
3. Application – Negotiation Analysis (Around 2500-3000 words)
If choosing:
International Business Case: Joint Venture, Merger, Take-overs
IJV (foreign parent firm, local parent firm)
Background (political, legal, social)
Atmosphere (power relationship, collaborative/competitive)
Negotiation Process: Pre-, Face-to-Face, Post-Negotiations
Culture (Negotiation Styles)
Strategy
4. References
5. Appendix
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