Overall instructions: You should follow the format given below. In answering, remember that this is your plan for the actual negotiation that will take place, not some real-world or ideal one. Repeat the questions single-spaced and then your answers double-spaced, to allow for my comments and feedback.

Submit the document file (in MS Word) in Blackboard in the Week 5 tab, with your group identity in the filename (e.g., Olin1.doc or China2.doc). Only 1 submission per team is necessary.

In preparing this paper, please do not discuss your role information outside your China or US team. With your team members, you may discuss info in your role packet that is labeled "for your eyes only,” but remember to do so within your assigned role (i.e., not as a student but as a businessperson).

You may find much of the information you need to answer the questions in your role packets. Other information will have to be researched. And some answers will require using concepts and frameworks that you have learned from our readings and lectures. The sources of your answers should be cited briefly (e.g., Maguire Lewis, 30; Schmidt, PNO 5; Graham & Lam 4-6; etc.). If you use sources other than the textbook and other assigned readings, cite them briefly and provide a full reference list (which you don’t need if you only refer to the regular course materials).

Pay attention to expectations expressed in the writing guidelines (found on the Assignments tab in Canvas):

• Completion –25% for following instructions, answering questions, using the readings and
• Writing–15% for organization, formatting & tone, and grammar.

timeliness.

b. Analysis –60% for clarity and direction of thesis, conceptual understanding, and application of

facts to relevant concepts from the text and lectures.

Questions

B. Cultural Issues

1. What are the most important cultural differences between the two cultures involved in the cross-cultural simulation (USA and China) in terms of negotiation practices?