Negotiating Across Cultures

Use the following published articles as the basis for your understanding of this topic.

• Craddock, W. T. (2010). Five things every project manager should know about negotiation. (Links to an external site.) Paper presented at PMI® Global Congress 2010—North America, Washington, DC. Newtown Square, PA: Project Management Institute.
• Englund, R. L. (2010). Negotiating for success: are you prepared? (Links to an external site.) Paper presented at PMI® Global Congress 2010—EMEA, Milan, Italy. Newtown Square, PA: Project Management Institute.
• Lukas, J. A. (2013). How to be a successful negotiator in a global economy. (Links to an external site.) Paper presented at PMI® Global Congress 2013—North America, New Orleans, LA. Newtown Square, PA: Project Management Institute.

INSTRUCTIONS

Read Chapter 5 from the text and the articles in the assignment overview.  Englund (2010) discusses Best Alternative to a Negotiated Agreement (BATNA) in his article.  Write a 2-4 page paper on this topic, addressing the questions below.  APA formatting is required and sources should be cited.  Students should not list the questions in their paper.

1. Define BATNA and describe this topic from both the seller’s and buyer’s perspective.
2. Answer the following questions:
3. Why is having a “walk away point” important in negotiations?
4. What are the challenges of negotiating with people from a different culture?
5. If your native country is not the United States, describe negotiating in your home country. Provide specific examples.
6. In your own terms, describe why negotiating is an important topic in project management, especially if you run projects across international boundaries.
7.  To conclude this paper, describe how you would apply the principles described in the text and articles to you as a project manager

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