Turning cultural understanding into workable agreements
International strategy depends on people reaching agreements they can put into practice. This week, Chapter 5 examines how managers prepare for negotiation, build relationships, exchange information, persuade, and work toward agreement. We will explore negotiation styles, consider how managers build trust and adapt their approach, and examine how culture can influence decision making.
As you work through the chapter, consider a US-based company negotiating with an international partner. Who needs to be involved? What does each party value, and how will a decision be approved? Focus on testing assumptions, recognizing differences without relying on stereotypes, and seeking mutually beneficial outcomes that support lasting business relationships.
Chapter 5 Overview
Listen to the podcast before exploring the chapter.
5.I Negotiation
Click or tap the numbered buttons within the infographic to explore supplemental notes and applications.
INT315 • International Management • 5.I Negotiation
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Visualize Your Thinking - Section I
Question your definition of success, make a decision, and check an assumption.
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Class Responses
Negotiation
5.II The Negotiation Process
Explore the five stages. Click or tap a numbered button within each stage to open supplemental notes and applications.
INT315 • International Management • 5.II The Negotiation Process
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Visualize Your Thinking - Section II
Evaluate a bargaining rule, clarify decision authority, and explore the other side’s needs.
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Class Responses
The Negotiation Process
5.III Understanding Negotiation Styles
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INT315 • International Management • 5.III Understanding Negotiation Styles
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Visualize Your Thinking - Section III
Consider adaptation, connect evidence with relationship concerns, and test your interpretation.
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Class Responses
Understanding Negotiation Styles
5.IV Managing Negotiation
Click or tap the numbered buttons within the infographic to explore strategies, communication approaches, and negotiation tools.
INT315 • International Management • 5.IV Managing Negotiation
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Visualize Your Thinking - Section IV
Consider the relationship, manage interpretation, and keep online negotiation constructive.
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Class Responses
Managing Negotiation
5.V Decision Making
Click or tap the numbered buttons within the infographic to explore how culture, values, authority, and pace can influence managerial decisions.
INT315 • International Management • 5.V Decision Making
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Visualize Your Thinking - Section V
Examine decision pace, compare risk assessments, and clarify final approval.
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Class Responses
Decision Making
Week 6 Knowledge Check
Answer five questions, one randomly selected from each chapter section. Compare one answer option at a time, review feedback, and save your completed score for your instructor.
Begin Week 6 Knowledge Check →