International Negotiation

The project is a research paper based on INTERNATIONAL Negotiations theories and concepts.

YOU Propose your preferred Research Question from the provided case, which must be closely connected with the INTERNATIONAL Negotiations.

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Some literature will be provided, or at least the name of the literature. Though, You MUST select further literature on your own that is motivated by the chosen Research Question.

Research Question(s) need pre-approval. And probably 1-page sample writing explaining it, before selecting the writer

12 pages excluding reference list and table of content. Please see more details below:

Analyze the case in a structured way with the concepts from the INTERNATIONAL Negotiations that relate to the broader research literature before reaching your conclusions.
Limit the descriptive part and strengthen the analytical part.
The analysis has to be readable without other information.
You may start with a short summary of the case.

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As mentioned you need to familiarize yourself with the concepts of negotiations and the context of the countries involved in the negotiation (e.g. countries’ regulatory, cognitive and normative components).  See for example Salacuse (2003). The global negotiator, appendix C. If relevant, you need to discuss other relevant contextual issues such as company history, company profile, social issues, negotiation records, etc. 

You need to develop a specific contextualization related to the case to be able to analyze it. Time for reflection and creativity is as important as reading. But the basic concepts must be in place and you should be able to critically discuss the theories you use and the conclusions you reach. Develop research questions (preferable at least 2-3) that are appropriate for the case. Use the case information as much as possible as background for your analysis but you can make assumptions.  Cases do normally not comprise all the information we need which is in accordance with real negotiation situations.

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Negotiation outcomes are uncertain, and the negotiation process is often messy and improvised like Jazz music (variation over a theme).
1.  Make sure there is a flow in the analysis from research questions to conclusion/suggestions (no need to discuss the case analysis methods). Different negotiation phases might be relevant including the preparation and implementation phases.  See e.g. Fells (2016) and Brett (2014).
2.  Be familiar with key negotiation concepts and that you can use them to solve practical negotiation issues.
3.  It is normally relevant to clarify and argue your definition of concepts that are not clearly defined in the syllabus or if you use another definition.
4.  As mention above contextualize the negotiation both in terms of different national cultures but also other cultural aspects (e.g. professional culture) as well as structural issues (legal, political, etc.).
5.  Your suggestions about the outcome and the process should be plausible and make sense in a real-world situation whereby you show you can manage complexities and interdependence.
6.  Make strong and weak points of your recommendations explicit and discuss them
7.  Let it appear clearly where your contributions are.  Again analyze more and describe less!
8.  Make a reference list of the literature not included in the syllabus (an executive summary is not necessary).

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Paper will have to be sent formatted according to these requirements:

Standard page
You must meet the following requirements for standard pages:​

The pages may comprise no more than 2,275 characters incl. spaces on average.

Margin: At least 3 cm at the top and bottom, and at least 2 cm left and right.

Font size: At least 11 pitch. Footnotes can be smaller but must be readable

Headlines: Must be distinct and differ graphically from the body text.

Page numbers: Pages must be numbered, and the table of contents must present where the various main sections begin. For more information on International Negotiation check out :

Attachment : negotiating win-win (1) (1)





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