Negotiation Skills Assignment: Preparing Expatriates for Cross-Cultural Business Success in the UK

GENERAL INSTRUCTIONS

• All assignments are to be submitted on 9^th October 2025 on https://lms.atmsstudentgateway.com/
• Any Assignment submission extension request must come to Azra Fatima (Head: Examination | Academic) afatima@atmsedu.org 5 days before the date of submission with a valid reason and supported documentary evidence.
• APA 7^th edition referencing guidelines need to be followed.
• Similarity between student’s work is strictly not accepted, any student found with similar work will be graded Zero and fail for the course. However, Plagiarism is an academic offence and will not be tolerated.
• Any revaluation request should come in 5 days of grade release. Any late request will not be obliged. (Form and other details shall be shared based on request)
• Revaluation cannot be requested for plagiarized assignments as the assignment stands as an academic misconduct.
• If a program participant submits the assignment late, but within 1 week after the submission date a 20%penalty will be applied.
• Re-evaluation request is NOT applicable for any failed courses provided the mark ranges from 59 to 69. Any grade which is below the range is, however, not applicable for this request.
• Any rescheduling request can be fulfilled within one week after the actual date of the assessment. Any late request will not be obliged.
• Assignment once submitted to exam board is final for marking.
• Second extension cannot be provided without supporting documentary evidence. Program participants are strongly advised to keep a copy of their work in case the submitted copy should go astray.

PS. Kindly note to adhere to all the above instructions. Failing to read this, ATMS will not be responsible for any actions taken.

Total Marks _ / 90

PLAGIARISM

Plagiarism is defined as providing material from an uncredited source, or without the acknowledgement of the original author. For longer submissions and reports, students are required to provide an Assignment Cover Sheet, which states that submission is their original work, and has not been submitted for another assignment, either in that course, or another

Plagiarism may have many forms including but not limited to:

• Outright copying another author’s work without acknowledgement o Cut and paste without the correct citation and acknowledgement. o Copying key words but changing the sentence structure without crediting the original source
• Copying the sentence structure but changing some words without crediting the original source
• Following the structure or organization of another author’s work, or order of presentation of ideas
• Submitting work that was created by an unacknowledged third party (i.e., writing service, or another student)
• Copying from published authorities without acknowledgement
• Failure to correctly use quotation marks when expressing another author’s idea o Incorrect or improper use of in-text citation and referencing o Missing or incorrectly presented bibliography or reference list o   Pretending ownership of another author’s ideas o Making work available to another person for copying o Falsifying results

The plagiarism tolerance for BBA is 8 %.

In cases where the plagiarism percentage exceeds the tolerance, students are given a second chance to rework on their assignments and submit. However, if the percentage continues to exceed the tolerance percentage the student will be awarded one grade lower than the original grade achieved.

Part A (Case based)

Case study: – word count 1,500 – 2,500 words

45 Marks

You are the HR Director of English First, a private English language teaching company based in the GCC.

Until now you have taken a traditional approach to the recruitment and selection of teachers. However, you have been noticing modern trends around the use of Artificial Intelligence (AI) for recruitment and selection, and you think there is a lot of value in adopting this technology.

Your CEO, Mr. Dan Pearce, is skeptical of modern technology and will need convincing to adopt AI for recruitment and selection.  It should also be noted that Mr. Pearce does not like communicating via complicated language, and he is more easily persuaded when proposals are communicated in plain English.

Write a proposal report communicated in plain English, making the case as to why English First should start to invest in the HireVue AI technology.  Use the language of counterargument and argument to ensure you communicate persuasively.  Refer to any published evidence to help support your proposal.

Part B (Case based)

Case study: – word count 1,500 – 2,500 words

45 Marks

You are the new Global HR Director for TEFORS, a company which makes luxury, leather backpacks that can be used for travel and work.

TEFORS is headquartered in the UK, but it has subsidiaries in the GCC, including your country, e.g. Bahrain, Kuwait, Saudi Arabia, UAE etc…

You have been asked to train a team of sales representatives from your country, so they can adapt to doing business in the UK.  The team of sales representatives will work as expatriates in the UK for one year, learning more about the company culture and doing business in the UK.

Prepare a PowerPoint to help prepare the expatriates for their cross-cultural experience in The UK.  Use the following prompts to help structure your presentation.

• Briefly summarise the key information from the text: Negotiating International Business – United Kingdom by Lothar Katz.
• What cultural similarities and differences (see for example, Hofstede Insights Country Comparison Tool) are there between UK culture and your culture? How might this information affect the way the expatriate negotiates with stakeholders from The UK?  What are the strengths and weaknesses of Hofstede’s research?
• Are there are any real-life examples/case studies that the expatriate can learn from to improve their cross-cultural communication? If yes, what lessons can be learned?
• Develop a checklist for successful negotiations using essentials points from Opresnik’s The Hidden Rules of Successful Negotiation and Communication Getting to Yes! Fisher & Ury’s The Principled Negotiation; and Caldini’s Interpersonal Principles of Influence.

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