Describe the art of negotiation in a global situation. What are the stages of negotiation and what role do styles of negotiation play?
Answer must be at least 300 words in APA format.
Readings:
1. Adair, W. L., Taylor, M., Chu, J., Ethier, N., Xiong, T., Okumura, T., & Brett, J. (2013). Effective Influence in Negotiation. International Studies Of Management & Organization, 43(4), 6-25.
2. Engle, R. L., Elahee, M. N., & Tatoglu, E. (2013). Antecedents of problem-solving cross-cultural negotiation style: Some preliminary evidence. Journal of Applied Management and Entrepreneurship, 18(2), 83-102.
3. Hofstede, G. J., Jonker, C. M., & Verwaart, T. (2012). Cultural differentiation of negotiating agents. Group Decision and Negotiation, 21(1), 79-98.
4. LeFebvre, R., & Franke, V. (2013). Culture matters: Individualism vs. collectivism in conflict decision-making. Societies, 3(1), 128-146.
5. Lee, S., Adair, W. L., & Seo, S. (2013). Cultural perspective taking in cross-cultural negotiation. Group Decision and Negotiation, 22(3), 389-405.