In this role-play, our group acted as the negotiators of Beta, Inc. to negotiate with the representatives of Alpha, Inc. Both Beta and Alpha are both engaging in robotics production. They want to reach an agreement get into a strategic coalition. Beta is the leading producer in the Beta country while Alpha is a large company in the nation of Alpha. In other words, the negotiation between these two companies associate with the cross cultural issues because the companies have different business backgrounds. The primary goal of our group, in the side of Beta, is to enhance our manufacturing capacity and develop a strong export market. In fact, Beta wants to increase the overseas sales of robots and acquire a more impressive economies of scale in production. To achieve that, Beta determines to enter the rapidly developing robotics market in Alpha country. Thus, Beta aims to reach a licensing agreement with the Alpha company.
The two companies have already had discussions and got the preliminary agreement of collaboration. Today, Beta and Alpha had a meeting together in order to finalise the other four issues that were still needed to decide to get the deal. Firstly, the number of different models to offer to Alpha team is taken into account. Beta currently has eight models, but just wants to offer Alpha 4 models due to the strategic reasons. Secondly, the number of units per model of Beta to be imported by Alpha annually is preferred to be 300 in order for Beta to achieve economies of scale. Thirdly, Beta wants to get access to the artificial vision technology of Alpha. This is the most important issue for Beta. Lastly, regarding the royalty rate, Beta wants a 5% royalty rate, but can consider a volume of 3% of that rate if needed. ...
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...surfacing, resolving conflict. Besides, the Russians prefer getting information to sharing it, but the Irishs are more open to show information and express their interests. Thus, different cultures can lead to different negotiation styles.
Negotiators must be careful in preparing for a cross-cultural negotiation. To achieve a good cross-cultural negotiation, there are nine facets that should be taken into consideration, including Time-frame (short term or long term), Task emphasis or relationship emphasis, Tactics (bargaining, first offer), Trust (collectivism, or individualism), Preparation, Process (formal or informal), Participant selection, Communication patterns (direct of indirect), Conflicts orientation. Briefly, preparation is the key to any negotiation, especially when the situation is sensitive like negotiating with a counterpart from a different culture.
Andrews is a sensor manufacturer in the market. While the company has been unable to develop a straightforward competitive advantage over the course of the past three years, the competitive landscape of the market has become a significant source of concern for the company’s leadership. There are other companies out there who produce better products, or are able to compete strictly based on price cuts. It came to the CEO’s attention that there is an opportunity for Andrews to shift a large portion of its production to an offshore location. This decision will not only allow Andrews to reduce its labour and material costs, but will also allow for improved distribution practices.
Lewicki, J. R., Barry, B., & Saunders, M. D. (2011). Essentials of negotiation (5th ed.). New York, NY: McGraw Hill. ISBN-13: 9780073530369
Negotiations are supposed to begin in a positive way in which the negotiators consider the needs and wants of the others involved and their shared interests and interdependencies.... ... middle of paper ... ... References Michael R. Carrell, C. H. (2008). Negotiating Essentials: Theory, Skills, and Practice.
Lewicki, R. J., Saunders, D. M., & Barry, B. (2010). Negotiation Readings, Exercises and Cases (6th ed.). New York, NY, US: McGraw-Hill.
Most of the common activities in our daily life present an opportunity to negotiate, whether or not we realise it. Meta-reflecting upon my negotiation experiences during the class and other activities have led me to identify few common themes. In this assignment, the two themes I will be discussing are (1) the importance of being clear on the strategic intent and big picture thinking, and (2) the importance of managing the negotiation process through understanding the various phases and visualising negotiation as a train journey.
There are many tactics that both sides can and do use to try and get the other side to yield first, when negotiations are under way. Uni...
Lewicki, J. R., Barry, B., & Saunders, M. D. (2006). Negotiation: Readings, Exercises and Cases (5th ed.). New York: McGraw Hill.
Good preparation allows you to strategize with the ability to think quickly in the negotiation room. There are several different formats and styles of negotiations. The use of a certain style depends on elements such as the strength of the relationship, the urgency of the situation, the intricacy of the issues, and the content of the negotiation. Each format and style has its own strengths and weaknesses and can be strategically used in various types of situations. As mentioned, the preparation of a successful negation is necessary, especially concerning your BATNA. We have been able to explore such preparation and methods by participating and conducting negotiations with our peers. The following negotiation studies proved to have their own dynamic, thus accounting for a different preparation and negotiation tactic for each.
In the world of communication, there are many theories which describe different ways people communicate. According to Doctor Thomas Hanitzsch, an associate professor of communication at the University of Munich in Germany, “Communication Theory is an international forum publishing high quality, original research into the theoretical development of communication from across a wide array of disciplines” (“Communication Theory”). A specific communication theory that will be highlighted is the Face-Negotiation theory developed by Stella Ting-Toomey. Simply stated, Dr. Ting-Toomey suggests that conflict is a consequence of identity management on an individual and cultural level, and occurs when an individual or group’s face is threatened. Similarly, people from individualistic, low context cultures interact differently from collectivist, high context cultures. This means that “people from collectivistic cultures with an interdependent self-image are concerned with giving ‘other-face’ or ‘mutual face,’ so they adopt a conflict style of ‘avoiding or integrating’” (Griffin “List”). Likewise, “people from individualistic cultures with an independent self-image are concerned with protecting self-face, so they adopt a conflict style of ‘dominating’” (Griffin “List”).
This paper discusses a cross-cultural conflict scenario in which a mediator must apply the appropriate skills to resolve the conflict. In order to resolve these types of conflicts mediators must apply a non-bias approach to the conflict because the mediator must perceive and identify the cultural differences in order to appropriately resolve the conflict. The mediator must facilitate communication, and they must invoke trust with the disputants for successful cross-cultural conflict resolution.
During this course, I have learned a lot about negotiating. We learned about almost every negotiating technique there is. We learned about cross-cultural negotiations, body language, Best Alternative To a Negotiated Agreement (BATNA), variables in negotiating, and many more. Before this course, I did not know that much about negotiating. I thought that negotiating was just about trading or convincing someone to give you what you want and you did not care about the other side, resulting in a win-lose. I now know that negotiating is about getting what you want, but also giving the other side what they want as well to result in a win-win. This paper is about how I am going to improve my negotiating skills over the next six months. In order for me to improve my negotiating skills, I believe I need to improve the following skills- my body language, communication, planning, and my interpersonal communications. By improving those skills, I can become an effective negotiator.
Negotiation has been used as a vital communication tool not only in business but also in social intercourse. It helps people make common agreement and avoid conflict. So we need to use the tactics which we learned from this course and books to do more practice, only in this way we can gain advantages in negotiation.
... maintained over lengthy periods of time, a more comprehensive approach to understanding the subjective interpretations of communication partners could help an intercultural partnership enhance their working relationship (Heffernan, 2008). In a sense, miscommunication and conflict could be not only minimized but hypothetically avoided all-together by communication partners. The possibility of this phenomenon could make Communication Accommodation Theory an inviting prospect for researchers interested in the development of cross cultural communication practices, organizations operating over-seas, and individuals who engage in intercultural discourse on a regular basis. The practicality of CAT in addressing the causes of intercultural conflict management, could make a significant impact on the way modern business and social interactions are conducted across the world.
After a period of continuing growth, the stagnant sales growth of the automotive industry in the late 1970s led all car makers to start to look for methods to fit the new climate. With the purpose of using money on research and development more effectively, spreading the risk of making main components in greater volume, and accessing to new market which were hard to enter, more and more automobile producers reached to the conclusion of collaborating with others. In addition, to remain independent, joint venture seemed to be the best answer. (Campbell, Stonehouse & Houston 2002)
The importance of relationships may differ based on cultures or individuals. Compared to Chinese, Americans as children are more influenced by peers who exude their character through jokes and games while Chinese find enthusiasm in harmonious relationships. ( Friedman 2006) Also, the working position of the individuals involved in the conflict determines whether to avoid or be direct. Those who are considered of higher authority or have more power than others have an increased chance of being involved in conflict avoidance. People of lower status would rather avoid a conflict that involves a higher authority because of respect, and the power of decision making is primarily in the hands of the individual of bigger