4-1 Discussion: Selecting a Negotiator Discussion Topic

Potential members of a negotiating team should be assessed at the selection stage for flexibility, perspective-taking ability, cultural intelligence, and positivity. Explain why each of these qualities equips managers to negotiate effectively in international business negotiations. What assessment methods would you recommend to determine whether a candidate possesses these qualities?

Provide a thorough response in one or two paragraphs, using appropriate terminology from the chapter. Use at least one scholarly reference.

Refer to the Discussion Rubric for directions on completing these discussions.

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