M5 Discussion: International Negotiations

students discussing
Please watch the International negotiations video. Included in this package are eight two-part segments. The first part in each segment represents international negotiation mistakes American businesspeople typically make. The second part in each segment shows American businesspeople handling the situation effectively.
Discussion questions:
1. What are the mistakes American businesspeople typically make in international negotiations? Why?
2. How to handle international negotiations properly? Are there any “rules”, “secrets of success”, “effective strategies”, etc?
3. Suppose you are charged with a responsibility to draft a brief instruction for your company representatives attending an international trade fair in Asia. What would be the most pertinent issues in terms of conducting international negotiations?
Please post a response, and remember to respond to other people’s postings.
Discussion rubric:
I expect you to begin with a main submission, with your answers to all or at least some of the questions asked (3-5 paragraphs). It would be a good idea to provide references to the text, as well as external (relevant and reliable) sources. This is seen as an equivalent to a brief 15-20 min. classroom presentation based on your homework. It is better to post your main submission earlier as it will leave some room for your classmates to read and respond. In addition to the main submission, I expect you to read other students’ postings, ask them questions and share your ideas. Overall, I expect you to post at least 3-4 times. Brief remarks (“Good point!”) are welcome, but won’t be counted. I am interested in learning about your opinion on the subject matter – but if only your opinion is informed by 1) the textbook; 2) other relevant sources; 3) relevant practical experience.
How to respond to other people postings. Treat it as a conversation. (Think about how you would feel if you made an observation in a traditional classroom setting and no one responded!) You need to “come to class” at least twice a week to read through the discussion responses. Your responses should be well thought out, concise and to the point. Responses should indicate that you have critically thought about the discussion question and demonstrate that you can apply and articulate the knowledge you are learning. Your responses should be well organized and grammatically correct. They should reveal a solid understanding of the topic and should demonstrate that you have critically analyzed the topic. Substantive responses don’t just deliver opinions, but also offer justification for them.

Examples of a High Quality Response. A high quality response teaches something, or adds something substantial to the discussion. It contains information from the textbook or another valid source, or applies a concept from the text or a quality website in a meaningful way, or facilitates understanding of the course material. The highest quality responses not only introduce a new idea or knowledge, but help class members relate it to what they are studying in the module.
Example of a Low Quality Response.  A low quality response does not teach us anything, or contribute anything substantial to the discussion. Responses that state an unsubstantiated opinion, are carelessly typed, poorly thought-out, or disrespect another student are considered low quality.