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Module 7: Cross-Cultural Negotiation Practice with the Negotiation Bot
Joshua F. Allen
College of Business, Embry-Riddle Aeronautical University
OBLD 310: Mediation, Negotiation, and Conflict Resolution
Carey Hansard
July 14th, 2025
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Module 7: Cross-Cultural Negotiation Practice with the Negotiation Bot
For the initial bot interaction, I developed a collaborative strategy that brought
together teams from different cultural backgrounds to facilitate effective communication
and fulfill the expectations of both parties in the agreement. This strategy emphasized
understanding and appreciating the distinct communication styles, values, and norms of
Japanese and German cultures. By doing so, my team was able to adapt its communication
approach accordingly. For example, I successfully established clear expectations and work
boundaries with the Japanese team through regular bi-weekly meetings. This approach
helped both sides recognize and respect cultural differences (e.g., time zones, business
etiquette, and work standards) while minimizing misunderstandings and promoting strong,
positive relationships.
Furthermore, by effectively balancing my team’s priorities with a willingness to
accommodate the needs of our Japanese counterparts, I was able to build strong personal
rapport and show a genuine interest in their cultural values. This approach significantly
developed trust and collaboration, which were key elements in sustaining long-term
intercultural business relationships. The effectiveness of this culturally adjusted
communication strategy became evident as the bot grew more engaged and proactive in
working toward an agreement, showing increased openness to different perspectives. By
setting clear expectations while remaining flexible to the other side’s needs, I was able to
foster a respectful and productive partnership built on mutual understanding and clear
communication.
However, due to this given scenario, I failed to solidify and address contingency
plans early on, which would have been beneficial for preparing for potential obstacles or
any pushback from my counterpart. This was improved in my second interaction with the
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bot, as it became more adversarial during the negotiation. The strategy was ultimately to
articulate how my specific qualifications would directly benefit the company’s strategic
goals in its local industry, which helped in reinforcing my position on the salary I was
negotiating for. This tactic, while seeking concessions in the form of bonuses and additional
benefits, demonstrated how flexible I was to culturally accommodate the company´s
demands (company budgets and local market conditions) and find a mutually agreeable
solution for both sides.
In the second scenario, my communication style was more direct and assertive, as I
aimed to confidently promote myself in persuading the bot to raise my base salary to a fair
offer. Had this approach not worked, I was prepared to use a BATNA to strengthen my
position and reinforce my initial salary request. This strategy proved effective overall, as I
clearly communicated the potential value I could bring to the company while also
highlighting the importance of cultural awareness and cross-cultural collaboration in
today’s global work environment.