The document provides guidance on researching cross-cultural differences between two countries in preparation for an international negotiation. It instructs the reader to research and compare their home country and negotiation country across cultural dimensions like power distance and individualism/collectivism. The reader is then asked to describe how two particularly relevant cross-cultural differences identified might affect negotiations before, during and after, and to develop strategies for managing conflicts that may arise from these differences.

1. Analyzing Fiction, Poetry& Drama
1. Identify Subject, Subgenre, Context—what’s it about? What
form of
fiction/poem/drama is it (horror/sonnet/comedy etc.)? What is
text’s
cultural situation?
2. Identify Setting—what is time, place, atmosphere?
3. Identify Characterization—What is character/speaker like?
How is
character/speaker presented?
4. Identify Structure—How is plot/poem arranged?
5. Identify Literary Devices—what allusions, images, symbols
etc appear?
6. Identify Word Usage—what is vocabulary level (formal,
informal, slang)?
7. Identify Tone—what is author’s attitude toward subject?
8. Identify Narrative Perspective—What PoV is used? (For
drama, whose
story is privileged?)
Essay Types

2. The Evaluation Essay
Standards of Evaluation
1. Aesthetic Evaluation:
●Deals with conceptions of beauty (physical & otherwise).
●Judgement involves 2 criteria: coherence & comparison.
E.g. “Is graffiti an eyesore?”
2. Ethical Evaluation:
●Deals with moral perspective.
●Judgement may involve religious, moral, ideological issues.
E.g. “Is the continued existence of the Canadian senate
defensible in the
wake of recent scandals?”
3. Logical Evaluation:
●Deals with reasoning & evidence in arguments.
●Judgement involves assessment of reasoning, evidence,
emotional appeals.
E.g. “Do you believe Rob Ford’s promises to curtail his recent
behavior
and return to sound mayoral practice?”
4. Practical Evaluation:
●Deals with attainability/feasibility & usefulness.
●Judgement involves connecting subject with context/situation.
E.g. “Is Ottawa capable of sustaining another CFL franchise?”

3. Sample Evaluation Essay
Topic: “Was the Quebec government justified in implementing
Bill 78 that curbs student-
protest rights after the mass of student uprisings against tuition-
fee increases in spring
2012?”
Standard of Evaluation: Ethical
Preliminary Evaluation:
PROS CONS
●decreased potential for/fear of violence ●hampered students’
right to gather
●endorsed rights of other population ●muzzled free speech
segments to unhindered movement ●implied antisocial
behavior is
●encouraged peaceful protest endemic to protest/villainized
●lessened potential for property damage all student
protesters
Choice: YES (Pros outweigh Cons in quantity & quality in
writer’s opinion)
Tentative Thesis:
Given the potential that ongoing student action over tuition-
fee increases has to
negatively impact the lives of all Quebecers through property
damage, restricted movement
and a general feeling of unease among those not involved in the
dispute, the Quebec

4. government was right to step in and set parameters on student
demonstrations, a move that
could actually benefit the students’ aims by encouraging
peaceful, more convincing protest.
Dealing with Counter-Arguments
Refutation
It is important to remember that Bill 78 does not deny
students’ rights to gather peacefully; demonstration is
neither outlawed nor banned by the new law.
Concession
Though Bill 78 might lead some to imagine that all
students are antisocial or violent in their methods, the
protection of uninvolved citizens against physical or
financial harm by even a single protester outweighs
such a potential negative view of any peaceful
demonstrators.
Evaluation Outline
Intro Note BOTH Pros & Cons
Para 1 CON: Muzzled Free Speech (ideol), Hindered Right to
Protest
(ideol), Villainized Protest (ideol)
Para 2 PRO: Fear of Property Damage (moral)

5. Para 3 PRO: Fear of Impeded Movement (moral)
Para 4 PRO: Fear of violence (moral)
Para 5 PRO: Increased respect for protest (prac)
Conc Reiterate BOTH Pros & Cons
Evaluation-Essay Checklist
1. Determine choice of standard of evaluation.
2. List strengths & weaknesses/pros & cons of subject to be
evaluated.
3. Discard items not conforming to chosen standard of
evaluation.
4. Weigh relative strengths vs. weaknesses/ pros vs. cons
5. Create tentative thesis based on greatest number of points OR
greater
persuasiveness.
6. Devise points of proof (usually indicated by strengths &
weaknesses/pros &
cons lists).
7. Organize points in appropriate manner.

6. 8. Address potential counter-arguments so essay appears
unbiased & fair.
The Comparison Essay
Topic: “Using one franchise as exemplary, explain Hollywood’s
current fascination with the ‘reboot’
of familiar and popular characters and properties. Why are
earlier versions no longer as
fashionable or iconic?”
Objects of Comparison: Batman (1989-1997) vs. The Dark
Knight (2005-2012)
Basis of Comparison: Audience acceptance
Preliminary Comparison:
SIMILARITIES DIFFERENCES
●reliance on gadgets & bat-suit ●old Batman actors less
physical than new one
●use of non-iconic stars in hero role ●old villains campier than
new ones
●faithfulness to darkness of comics ●new movies emphasize
Bruce Wayne more
●old movies more cartoonish
●new movies develop character more
●old movies episodic not connected
Categorization of Comparisons:

7. Appearance: older Batman actors smaller, less muscular, less
imposing, less fierce
Story: new movies focus more on overall Batman universe,
not merely Batman
Mise-en-scène: new movies strive for more verisimilitude in
character, action, plot
Tentative Thesis:
Batman’s changing film incarnations away from the more
comic-book turns by Michael Keaton
and others to Christian Bale’s recent portrayals evidence a
general trend in Hollywood toward a
grittier movie realism: earlier (super)heroic idols simply don’t
fit America’s new, bleaker
worldview in a post-9/11 climate.
Comparison Outline
Block Method
(Point by Point)
Intro
Para 1 Old Batman Appearance
Old Batman Story
Old Batman Mise-en-scène
Para 2 New Batman Appearance
New Batman Story
New Batman Mise-en-scène
Conc

8. Division Method
(Subject by Subject)
Intro
Para 1 Old Batman Appearance
New Batman Appearance
Para 2 Old Batman Story
New Batman Story
Para 3 Old Batman Mise-en-scène
New Batman Mise-en-scène
Conc
Comparison-Essay Checklist
1) Determine whether the basis of comparison is provided by
question.
2) Review material to find points of interest to topic.
3) Arrange material in matching categories.
4) Determine main similarity or difference.
5) Create comparative thesis by finding general point about
main sim. or diff.

9. 6) Devise points of proof (usually through synthesis of sims. &
diffs. lists).
7) Make sure essay appears balanced from start to finish.
8) Organize points in appropriate fashion (Block or Division
Methods)
BU3110: Module 4 Global Negotiations
Analysis 4.1
Researching Cross-Cultural Differences and Values
1
Dimension Your Country: _________ Other Country: ________
Power distance
Individualism/collectivism
Masculinity/femininity
Uncertainty avoidance
Long-term orientation

10. Researching Cross-Cultural Differences and Values
Imagine you've been asked to negotiate in any country of your
choice.
Part 1: Research the dimensions such as cultural, lingual, and
economical of two countries—the country where you are
currently residing and the country you are being sent to
Part 2: Select any two of the dimensions such as cultural,
lingual, or economical that are most relevant or interesting to
you, and answer the given questions.
· Describe how these differences will likely affect negotiations:
before (preparation), during, and at (or shortly after) the closing
of the negotiation.
· Develop a plan/strategy for how you will manage conflicts or
challenges related to the impact these differences will have on
your negotiations.
· Font: Arial, Size: 12 point
· APA format
· Length: 1–2 pages
· Chart needs to be filled out