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Case Study: Arab-Style Negotiation

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INT 660 Case Study: Arab-Style Negotiation Guidelines and Rubric After reviewing the Mini-Case: Arab-Style Negotiation (found on pages 214–216 of the textbook), students will answer the following questions: 1. When conducting negotiations with Arab negotiators, the Western style of negotiation can be counterproductive. Explain why. 2. Using wasta is an accepted business practice in the Arab world. What is wasta? What are the advantages of using it as seen through the eyes of Arab managers? 3. Describe some similarities and differences in negotiation styles between Arab-style negotiation and negotiation styles in your chosen country. Guidelines for Submission: Your case study should follow these formatting guidelines: Use of at least one source, one to two pages double-spaced, 12-point Times New Roman font, one-inch margins, and citations in APA format. Instructor Feedback: This activity uses an integrated rubric in Blackboard. Students can view instructor feedback in the Grade Center. For more information, review these instructions. Critical Elements Exemplary (100%) Proficient (90%) Needs Improvement (70%) Not Evident (0%) Value Western and ArabStyle Negotiations Meets “Proficient” criteria and substantiates ideas with clear and relevant examples Explains how the Western style of negotiations can be counterproductive when conducting business in the Arab world Does not sufficiently explain how the Western style of negotiations can be counterproductive when conducting business in the Arab world Does not explain how the Western style of negotiations can be counterproductive when conducting business in the Arab world 30 Wasta Business Practices Meets “Proficient” criteria and substantiates ideas with clear and relevant examples Describes wasta business practices and identifies the advantages of using wasta from an Arab manager’s perspective Includes description of wasta but does not identify advantages of using the business practice from an Arab manager’s perspective Does not include a description of wasta business practices 30 Arab vs. Selected Country Negotiation Styles Meets “Proficient” criteria and substantiates ideas with clear and relevant examples Compares and contrasts similarities and differences in negotiation styles between Arab style negotiation and negotiation styles in student’s chosen country Compares similarities and differences in negotiation styles but does not provide clear and concise distinctions between the two countries Does not include a comparison of the two countries’ negotiation styles 30 Articulation of Response Submission is free of errors related to citations, grammar, spelling, syntax, and organization and is presented in a professional and easy to read format Submission has no major errors related to citations, grammar, spelling, syntax, or organization Submission has major errors related to citations, grammar, spelling, syntax, or organization that negatively impact readability and articulation of main ideas Submission has critical errors related to citations, grammar, spelling, syntax, or organization that prevent understanding of ideas 10 Earned Total 100%

 
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