Assignment: Business Management, Negotiations
Length: 1200 to 1800 words.
It assesses the following learning outcomes:
1) Outcome 1: Have an in-depth understanding of the keys to successful negotiation
2) Outcome 2: Critically appreciate negotiation styles, strategies, and tactics
3) Outcome 3: Identify and create alternative negotiation strategies and tactics (own and of the other party)
4) Outcome 4: Understand and apply due diligence, briefing and debriefing
5) Outcome 5: Evaluate the difference between distributive and integrative bargaining
Case titled "BARGAINING PRICE WITH THE CHINESE" (Rob March) page 2
Answer ALL the following questions:
1) "He realized the value of thinking like one's opponent - seeing things as they do." Explain what this means and give some examples to illustrate this view.
2) "The Chinese insisted that custom required the visitor-Glazer-to make the first presentation. This he did, even though he was accustomed to allowing his opponents to speak first" What are the advantages and drawbacks of making the first offer?
3) "Glazer could hardly believe that he had lowered his price twenty per-cent that week": What does this tell you about Glazer's ZOPA?
4) What can we ‘assume' about the way Glazer did his due diligence? Evaluate the approach.
5) Name three tactics the Chinese used in the second meeting. Evaluate briefly how Glazer dealt with them.
6) "Glazer remembered the tight deadlines he had faced on previous trips to China; now positions had been reversed, with the Chinese facing the pressures and deadlines.": What does this tell you about Glazer's preparation strategy for the negotiation?
7) "For the first time, the Chinese made a counter offer. Auger-Aiso accepted, and agreement was reached" Why do you thing Auger Aiso agreed at this point?
8) "He believed that Auger-Aiso had been awarded the contract because it had been the preferred supplier right from the start" How does this belief relate to understanding the difference between distributive and integrative bargaining?
Supply a brief heading for each answer and use the Define-Exemplify-Reflect pattern wherever possible.
Format your assignment according to the following formatting requirements:
(1) The answer should be typed, double spaced, using Times New Roman font (size 12), with one-inch margins on all sides.
(2) The response also includes a cover page containing the title of the assignment, the student's name, the course title, and the date. The cover page is not included in the required page length.
(3) Also include a reference page. The Citations and references should follow APA format. The reference page is not included in the required page length.