Negotiation Simulation

Negotiation is the most frequently used means of resolving conflicts between organizations. Particularly in international industrial marketing, when “big-ticket” and/or high technology products are involved, sales are most often negotiated. The General Medical MRI Negotiation Simulation (GM/MRI) has been developed specifically to provide a context for experiential learning and practical discussion of international business negotiations.

JAPANESE NEGOTIATION STYLE INSTRUCTIONS
The simulation becomes much more interesting for everyone if a little culture is brought into the game. Please try to incorporate the following three aspects of Japanese negotiation style into your behavior at the negotiation table. 1. Emphasize asking QUESTIONS. Even when they answer, ask the same question in another way. 2. Deliberately allow SILENT PERIODS. 3. Don’t settle any issues until the end. It is OK for you to bring up issues again later in the negotiation, even if the other side thinks they were settled.

BRAZILIAN NEGOTIATION STYLE INSTRUCTIONS
The simulation becomes much more interesting for everyone if a little culture is brought into the game. Please try to incorporate the following three aspects of Brazilian negotiation style into your behavior at the negotiation table.
Responsibility to others is generally considered more important than schedules and task accomplishment. Their negotiation approach relates to the polychronic orientation to time and patterns of high-context communication and communitarianism, described earlier. Lederach reports that a common term for conflict in Central America is enredo, meaning "entangled" or "caught in a net."[19] He explains thatenredo signifies the way conflict is part of an intimate net of relations in Guatemala and elsewhere in Central America. Thus, negotiation is done within networks, relationships are emphasized, and open ruptures are