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April 27, 2022

Power and Culture in negotiation

You are required to write an essay discussing the Power and Culture dynamics that shape and direct the outcomes of the negotiation process

Discuss your points with reference to relevant theory and research

Power in negotiation relevant references :

• Lewicki & Litterer, 1985; Fells, 2009)

• Gates 2016: 33).

• Lytle, Brett & Shapiro 1999: 33)

Culture in negotiation relevant references:

• Sebenius 2002

• Bulow & Kumar 2011

• Fells 2009:

• Hofstede 1989; 1991; 2015)

• Lewicki, Saunders & Barry 2015:)

• Ma, Menzies & Zutshi 2019

The essay is to be written for an educated but mainly non-negotiation-focused manager, and therefore should be written in a language that they would understand. Avoid use of negotiation jargon and explain specialised terms and acronyms if you use them.

The essay is to be based on peer-reviewed literature through literature and database searches; that is: peer-reviewed journal articles, papers, books,

Criteria:

• Prepare a logical and convincing argument

• Demonstrate insight and analysis of theory and practice

• Communicate in a clear, well-structured, professionally presented and referenced essay

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