Case Study: Arab-Style Negotiation Guidelines and Rubric

After reviewing the Mini-Case: Arab-Style Negotiation (found on pages 214-216 of the textbook), students will answer the following questions:

1. When conducting negotiations with Arab negotiators, the Western style of negotiation can be counterproductive. Explain why.

2. Using wasta is an accepted business practice in the Arab world. What is wasta? What are the advantages of using it as seen through the eyes of Arab managers?

3. Describe some similarities and differences in negotiation styles between Arab-style negotiation and negotiation styles in your chosen country.

Guidelines for Submission: Your case study should follow these formatting guidelines: Use of at least one source, one page double-spaced, 12-point Times New Roman font, one-inch margins, and citations in APA format.

Case Study: Power Balance Guidelines and Rubric

After reviewing the Mini-Case: Power Balance (found on page 60 of the textbook), students will answer the following questions:

1. Develop an argument to show that an imbalance of negotiating power probably existed between the parties during the negotiations. Identify the factors accounting for the imbalance.

2. Identify strategies that either party could have used to increase its negotiating power in this particular negotiation.

Guidelines for Submission: Your case study should follow these formatting guidelines: Use of at least one source, one page double-spaced, 12-point Times New Roman font, one-inch margins, and citations in APA format.

Case Study: Scope of Services Guidelines and Rubric

After reviewing the Mini-Case: Scope of Services (found on page 84 of the textbook), students will answer the following questions:

1. In addition to providing the additional, higher-quality information, what other actions could the consultant's team have taken during the
negotiation to resolve the conflict and ensure that its plans for carrying out the project are approved?

2. Describe how information sharing in negotiations can contribute to a positive resolution of conflicts.

Guidelines for Submission: Your case study should follow these formatting guidelines: Use of at least one source, one page double-spaced, 12-point Times New Roman font, one-inch margins, and citations in APA format.