MGMT 427 Module Five Review Questions - Trevor A McDanolds MGMT 427 Module Five Review Questions 1 How is flexibility an asset to the negotiation

MGMT 427 Module Five Review Questions - Trevor A McDanolds...

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Trevor A. McDanolds MGMT 427 Module Five Review Questions 1. How is flexibility an asset to the negotiation process? Ferraro and Briody tell us that whenever entering an international negotiating situation, the Western negotiator, despite the best preparation, will always have an imperfect command of how things work. In such an environment, some of the best-laid plans frequently go unexecuted (pg. 150). Have you ever come up with a plan for your day? Has that plan ever worked out perfectly? If I were to answer those two questions the answers would be “all the time” and “never” respectfully. The same thing will happen just on a much larger scale when it comes to dealing with new people in a new area rapped in up in a completely different way of doing business. The ability to remain flexible in those situations as stated in the text could save or destroy your chances at negotiating successfully. Flexibility in positions that require any interaction with different cultures is a requirement. 2. What is the value of listening as part of one’s total communication skills? Ferraro and Briody wrote if the best negotiator is the well-informed negotiator, then active listening is absolutely essential for understanding the other side’s positions and interests (pg. 155). Fighting the natural notion to interject and win the negotiation or debate is hard for most of us myself included but it is essential that we learn to do so. Some of the smartest people I have meant don’t ask a whole lot of
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  • Winter '14
  • business dealings, total communication skills, Trevor A. McDanolds, international negotiating situation, Boeing aircraft crashes

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