Can you help me understand this Management question?

Before you start, please know:

1. This is a group project and you only need to do part A and B. The length of the paper does not really matter, as long as you make sure to include all of the required details.

2. The country that we chose is Australia.

3. so basically we can say we are negotiating for mushroom being in Australia because our customers want fresh local food and we hold fresh ingredients near and dear to us, and then go more in-depth with the price and all that. In the info, it does say we don’t have a problem with frozen food and because of distances in Australia we have to have frozen food realistically but Australian people like wines, spices, and oils from different places.

4. Please Read all of the instructions to understand what the assignment is about. I will attach another file called ” Mushroom A Cross Cultural Negotiation Simulation” to help you to have a better understanding of it.

5. As for terms that you might not know like “BATNA” or “Zopa”, try to google them in terms of NEGOTIATION.


Overall instructions: This is a group paper that sets out your Negotiating Action Plan for the Mushroom negotiation.

Please follow the format given below.In answering, remember that this is your plan for the actual negotiation that will take place, not some real-world or ideal one.Remember, you have a role to play and it is situated in a culture. If your Real Self wants to negotiate one way, but your Role Self would likely do something different, be sure to note that either here or in Section B (above).You are free to be yourself in these negotiations, but you can’t shed your assigned culture anymore than in real life you can just ignore your cultural influences.

Repeat the questions as your headings in the paper, please.Submit the document file (in MS Word) in Canvas.Only 1 submission per team is necessary.

In preparing this paper, do not discuss your role information outside your negotiating team.With your team members, you may discuss info that you choose to, but remember to do so within your assigned role (i.e., not as a student but as a business person).

You may find some of the information you need to answer the questions in the Mushroom Simulation documents.Other information will have to be researched.Some answers will require using concepts and frameworks that you have learned from our readings and lectures.

Citing Sources:

  • When citing to the readings or the videos, cite them briefly in the text (e.g., Schmidt, PNO 5; Graham & Lam 4-6; Hochner Video #10, etc.).
  • When citing to outside sources, cite them briefly in the text (e.g. Author, year) and include them on a References page at the end.You may either cite them in full APA format on the References sheet OR you may cite them by Author (last name, first name), title, year, hyperlink to the source.

Assignment Rubric:

  • Complete Written Product –10% for following instructions, answering all questions, using the readings, formatting & tone, proofreading, grammar, and timeliness.
  • Analysis –40% for clarity and direction of plan, conceptual understanding of negotiation topics, and application of facts to relevant concepts from the text and lectures to craft a negotiating strategy
  • Culture Research (Yours) – 25% for substantial description and application of relevant cultural characteristics of your role’s negotiating culture with sources
  • Culture Research (Others) – 25% for substantial description of relevant cultural characteristics of other three cultures and comparisons/contrasts


A. Statement of Context: The Starting Picture:

Open with a statement that describes the context in which YOUR TEAM is negotiating generally.Do not include information about the other teams’ contexts – this is focused on your context for your proposed location and operations.

o Country demographics

o Cultural issues relating to consumers (location, food, farm-to-table, etc.)

o Relevant industry data

o Geographical information

o Any other relevant demographics or information you feel that informs YOUR country’s position.

o Feel free to include infographics, data images (tables, figures) and anything you think helps strengthen your Statement of Context

B. Team Goals

o What are your team’s goals, underlying interests, and priorities in this negotiation? Answer questions such as these for each of your goals:

  • Specify your target, reservation point, and expected ZOPA for each of these
  • Allocate priorities/strength to your goals. What are your “must-haves,” your “it-would-be-nice-to-haves,” and your “not-a-big-deal” goals?
  • o What is your best alternative (BATNA) to this deal? Would you immediately be able to implement it if you were unable to reach agreement with the other side? Describe your BATNA in detail, including how desirable it is to you.

    o What, if anything, would make you decide to walk away without a deal?


    You do not have to do this part, I am including it just in case you needed to understand the full idea of the assignment

    C. Your Team’s Cultural Issues that Affect Negotiation: In Depth

    o Describe the characteristics of your negotiating team’s culture, using evidence (sources) to support your conclusion.

  • Use Salacuse’s dimensions (2004) (found in Ch.10 of PNO) generally, to structure your discussion
  • Use outside sources to identify where your team’s culture falls in these negotiating style dimensions (the more, the better here!)
  • o Explain how these characteristics you’ve identified about your culture apply to your negotiation practices in your assigned roles.

    D. Cultural Issues that Affect Negotiation: Other Teams

  • Describe the characteristics of the other 3 countries’ negotiating cultures, using evidence (sources) to support your conclusion.
  • o Use Salacuse’s dimensions (2004) (found in Ch.10 of PNO) generally, to structure your discussion.

    o Use outside sources to talk about what the other negotiating parties’ cultures are like. You do not need to go as in depth as you did with your culture, but do cite support for your position.

  • What are the most important cultural differences between and among the various cultures involved in the cross-cultural simulation in terms of negotiation practices? What are the similarities?
  • o By doing this, you can see who is likely to support you in certain of your approaches, and who is not

    o Feel free to make a table or other visual if it helps you make your points here – this is your team’s negotiation plan, so it is important that it be usable and thorough for your negotiation team to use before and during negotiations

    E. The Other Side – Goals & BATNA — Trying to Get in their Head

  • For each of the 3 other negotiating teams: What do you think their main goals are? Why do you think that?
  • For each of the 3 other negotiating teams: What is your best prediction of their BATNA? Are they strong or weak BATNAs, in your view?
  • F. Negotiating Dynamics

  • What should be your team’s strategy (distributive, integrative or a mixture) both overall for each of your specific issues? Which team(s) do you think would make good allies?
  • o Use this section to show off your understanding of strategy concepts in depth! Your book and videos will be a great help with this.

    Friendly tip: This last section is your Big Question — this is your BIG FINISH – – the whole point of the paper! Don’t make this too brief, as it’s your Negotiating Plan and worth most of the Analysis (40%) section of the Rubric.