Negotiation Management. A Case Study on Strategy Selection

Essay , 2014 , 55 Seiten , Note: 1,0

BWL - Handel und Distribution

You will be supplied with an information brief describing the confidential negotiation positions and interests of two international organisations about to engage in negotiations. You have been engaged by both parties to the negotiation to prepare an independent detailed report advising them on a recommended approach to the negotiation. This should include a recommended negotiation strategy, negotiation best practices and an appraisal of the potential risks that may contribute to the conclusion of a suboptimal agreement or no agreement being reached. In preparing your report, you should consider all the relevant factors that may have a bearing on the negotiations. Whilst most of the report would apply to both organisations, you may wish to include separate confidential briefings for both parties on issues which are specific to them. In particular, you should make reference to relevant literature and concepts studied within the module.

Table of Contents

1 Introduction
1.1 Type of Settlement

2 Vision
2.1 Negotiation Interests
2.2 Negotiation Strategy
2.3 Negotiation Preparation
2.4 Negotiation Tactics

3 Value
3.1 Deal Objectives
3.1.1 Aspiration Base (AB)
3.1.2 Real Base (RB)
3.1.3 Zone of Possible Agreement (ZOPA)
3.1.4 Best Alternative To Negotiated Agreement (BATNA)

4 Negotiation Process
4.1 Framing
4.2 Questioning
4.3 Team Negotiation
4.4 Seating Arrangement
4.5 Value Creation (win more / win more)
4.5.1 The Disney Method / Creativity Model

5 Relationship
5.1 Trust
5.2 Communication
5.3 Cultural differences
5.3.1 Negotiation in China
5.3.2 Corporate Culture
5.4 Persuasion
5.5 Negotiation Strategy
5.6 Negotiation Tactics
5.7 Appraisal of Potential Risks
5.7.1 Dealing with Oligopolies
5.7.2 Complex and Multi-stage Projects
5.7.3 Failed Deal
5.8 Negotiation Preparation Checklist
5.8.1 Pillar 1: Vision
5.8.2 Pillar 2: Value
5.8.3 Pillar 3: Process
5.8.4 Pillar 4: Relationship
5.9 Negotiation Strategy
5.10 Negotiation Tactics
5.11 Appraisal of Potential Risks
5.11.1Capture Problem
5.11.2Conflicts of Interest
5.11.3Failed Deal
5.12 Negotiation Preparation Checklist
5.12.1Pillar 1: Vision
5.12.2Pillar 2: Value
5.12.3Pillar 3: Process
5.12.4Pillar 4: Relationship

6 Conclusion

7 Literature
7.1 Books and Papers

8 Appendices
8.1 Chemical Company International (confidential)
8.1.1 Three Questions Test - (Appendix Part 1)
8.1.2 Negotiation Strategy Selector Test - (Appendix Part 2)
8.1.2.1 Selection of the Strategy from CII`s Perspective (Potgieter, 2014)
8.1.2.1.1 Importance of Time
8.1.2.1.2 The Number of Alternatives
8.1.2.1.3 The Importance of the Relationship
8.1.2.2 The Negotiation Strategy Outcome from DM`s Perspective
8.1.2.2.1 Importance of Time
8.1.2.2.2 The Number of Alternatives
8.1.2.2.3 The Importance of the Relationship Confidential Section for Dragon Manufacturing
8.2 Dragon Manufacturing (confidential)
8.2.1 Three Questions Test - (Appendix Part 3)
8.2.2 Negotiation Strategy Selector Test - (Appendix Part 4)
8.2.2.1 Selection of the Strategy from DM`s Perspective
8.2.2.1.1 Importance of Time
8.2.2.1.2 The Number of Alternatives
8.2.2.1.3 The Importance of the Relationship
8.2.2.2 The Negotiation Strategy Outcome from CII`s Perspective
8.2.2.2.1 Importance of Time
8.2.2.2.2 The Number of Alternatives
8.2.2.3 The Importance of the Relationship

• Note: 1,0
• Autor: Jochen Kasper (Autor:in)
• Erscheinungsjahr: 2014
• Seiten: 55
• Katalognummer: V293243
• ISBN (eBook): 9783656913580
• ISBN (Buch): 9783656913597
• Sprache: Englisch
• Schlagworte: negotiation, management, case, study, strategy, selection