BSL 4160, Negotiation/Conflict Resolution 1
Course Learning Outcomes for Unit VIII
Upon completion of this unit, students should be able to:
1. Summarize the characteristics of international negotiations.
1.1 Describe the ways culture can impact the negotiation process and how you will ensure
cultural sensitivity.
1.2 Identify ways to address time sensitivity, protocol, and communications.
Course/Unit
Learning Outcomes
Learning Activity
1.1
Unit Lesson
Chapter 14, pp. 435–439
Chapter 15, pp. 455–460, 464-471
Chapter 16, pp. 477–497
Unit VIII Final Project
1.2
Unit Lesson
Chapter 14, pp. 435–439
Chapter 15, pp. 455–460, 464–471
Chapter 16, pp. 477–497
Unit VIII Final Project
Required Unit Resources
Chapter 14: Individual Differences I: Gender and Negotiation, pp. 435-439
Chapter 15: Individual Differences II: Personality and Abilities, pp. 455–460, 464-471
Chapter 16: International and Cross-Cultural Negotiation, pp. 477–497
Unit Lesson
The unit lessons for this course are presented through interactive presentations. To view the presentation,
click on the below link. Once you are finished reading the slide, click on the “next” button on the bottom right
of the slide. To go to a previous slide, click “back.” Some slides contain interactive elements that open
additional boxes when you roll your mouse over an element on the slide. These elements are indicated
throughout the presentation.
Unit VIII Lesson
UNIT VIII STUDY GUIDE
Characteristics in International Negotiations
BSL 4160, Negotiation/Conflict Resolution 2
UNIT x STUDY GUIDE
Title
Suggested Unit Resources
In order to access the following resources, click the links below.
If you would like additional information regarding the textbook readings, consider reviewing the Chapter
Presentations below:
Chapter 14 PowerPoint Presentation
PDF version of the Chapter 14 Presentation
Chapter 15 PowerPoint Presentation
PDF version of the Chapter 15 Presentation
Chapter 16 PowerPoint Presentation
PDF version of the Chapter 16 Presentation
If you would like to learn more information about behavioral tendencies and the concepts discussed in this
unit, consider reading the articles below.
Altany, D. (1989). Culture clash. Industry Week, 238(19), 13.
http://go.galegroup.com.libraryresources.columbiasouthern.edu/ps/i.do?p=AONE&sw=w&u=oran9510
8&v=2.1&it=r&id=GALE%7CA7978605&asid=b90fbf057429c4df787b08a8e4891c31
Valian, V. (2005). Negotiation, gender and power. Women in Higher Education, 14(4), 25+.
http://go.galegroup.com.libraryresources.columbiasouthern.edu/ps/i.do?p=AONE&sw=w&u=oran9510
8&v=2.1&it=r&id=GALE%7CA131958284&asid=e5c7cd3ca6aad3563df27aef0f19e675
