Please read the text below and answer the followingquestions..

Santa Barbara is a small (imaginary) nation in Central America.Universidad Nacional de ?Santa Barbara (the National University ofSanta Barbara) is the most prestigious ?university in the region.The main campus is in the capital, Ciudad de Santa Barbara, and?enrolls more than 25,000 students in bachelor's, master's, anddoctoral programs covering ?a wide variety of academic disciplines.Three regional campuses enroll approximately ?10,000 additionalstudents.?A meeting is scheduled between a group of senioradministrators of Universidad ?Nacional de Santa Barbara and salesrepresentatives from Z-Term Solutions, a major ?supplier ofinstructional technology consulting services including installationhardware ?and software for distance education and videoconference.?The American representatives of Z-Term Solutions are onthe third week of a seven ?country sales trip. The firm's specialtyis videoconference solutions for business and ?education. The firmprovides consulting, sales, installation, and service. Z- ?TermSolutions carries the best brands and the most up to dateequipment. The firm is ?eager to expand its sales in Central andSouth America. In an effort to do so, Z-Term ?Solutions hired asales team leader from the Central America region.   ?Thetwo representatives of Universidad Nacional de Santa Barbara arehigh-level ?administrators with responsibility for strategic andfinancial planning. The Minister of ?Education routinely endorsesany agreements approved by these two administrators. Both ?of thesetwo administrators come from well-established families and haveimportant ?connections in the Prime Minister's office. Both are oncareer paths that will likely lead to ?high positions in one of theministries as their careers progress. ?

1. If you were the sales team leader from the Central Americaregion of Z-Term Solutions, what motivation strategy would you useto enhance the two American sales representatives globalnegotiation skills?  

Develop your own three original discussion questions in relationto the case scenario above. ?

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