MGMT3001 International Management Assignment: Cross-Cultural Negotiation Strategy

A2: Report 35% (Individual)

Students are required to develop a cross-cultural negotiation plan report in a real-world business context within a 2500-word limit. The goal is to develop a formal, detailed cross-cultural negotiation plan report that will guide the negotiation team through this process. This report will guide negotiations between parties from different cultural backgrounds, ensuring both sides understand and respect each other’s cultural norms. This assessment aims to enhance your understanding of how cultural differences impact the negotiation process and how to navigate these differences effectively. Students will be assessed on their ability to apply theories and concepts learned in the first five learning modules of this unit, with a particular focus on Learning Module 4: Communicating Across Cultures and Learning Module 5: Cross-Cultural Negotiation and Decision-Making.

The report should be written in a professional tone and directed toward the internal negotiation team of the party (Singaporean-based aircraft manufacturing firm or American tech firm) you are representing. You are tasked with developing a negotiation plan for the negotiation team from the perspective of one of the two parties:

Imagine a negotiation between a Singapore-based aircraft manufacturing firm and a United States technology firm. The American specialises in AI-based flight management systems, while the Singaporean company focuses on aircraft design and production.

The Singaporean aircraft manufacturer, seeking to integrate advanced AI systems into its next-generation aircraft

OR

The American tech firm, specialising in AI-based flight management systems, is aiming to expand its market presence in Asia through strategic partnerships.

Your plan should demonstrate an understanding of your company-based cultural background and how it will influence the negotiation process. Your goal is to ensure that the negotiation team understands the key cultural factors, the negotiation strategy, and actionable recommendations for the negotiation team.

Here’s an outline of what the report might include:

1. Executive Summary (excluded from the word count limit)

• Briefly explain the aim of the negotiation, the involved parties, and the overall objective (e.g., a partnership, acquisition, or business agreement).
• A snapshot of the cross-cultural factors influencing the negotiation.

2. Introduction

• Provide an overview of the company you are representing (either the U.S tech company or the Singaporean aircraft manufacturer firm). This may include the following:

i) The company’s industry focus (e.g. technology or aircraft manufacturing)

ii) Define the main goals for the negotiation from your company’s point of view (securing intellectual property rights, such as AI-based flight management systems, a fair revenue-sharing model, etc.)

iii) How cultural differences might impact negotiations

3. Cultural Analysis

• Cultural profile of your company’s country

i) Outline cultural values such as respect for hierarchy, decision-making styles and work ethic.

ii) Analyse the differences between the two countries, focusing on communication styles, both verbal and non-verbal, negotiation style, approach to time, customs and etiquette, etc.

4. Negotiation Styles

• Discuss how your company should prepare for the negotiation.
• Suggest how your company should communicate during the negotiation
• Describe how decisions will be made within your company’s culture and opposition.

5. Cultural Pitfalls and Risk Mitigation Recommendations

• Identify potential sources of cultural misunderstandings that could arise in the negotiation
• Provide strategies for resolving conflicts if they arise during the negotiation.
• Suggest strategies to mitigate cultural risks

6. Conclusion

• Recap the key negotiation points and cultural considerations for your company.

7. Gen-AI Declaration/Appendix (excluded from the word count limit)

• Complete the Gen-AI Disclosure Form
• All prompts, responses and cross-verifications are documented in the appendix.
• Declare that the final submission is entirely your work.

Remember, claiming “I did not know” is not an acceptable excuse for academic misconduct.

If your assessment is flagged for Gen-AI use, and you fail to include the declaration template and comply with the outlined process, and/or fail to demonstrate adequate referencing, including in-text citations, paraphrasing, and a reference list, you will be reported for academic misconduct. This may result in a delay in the release of your results, potentially up to 6 months or more.