International Negotiations Project

International Negotiations Project: Part 1

This 2-page paper should be prepared using the planning guide contained in Table 4.2 in the Essentials of Negotiation course text, the information provided in the “Case Synopsis” document (located in Day 1 of this week) about your company, as well as a confidential memorandum that will be provided by your Instructor to your team’s Senior Vice President. Within your team’s Negotiation Plan, be sure to contrast the social differences between Japanese and American culture, and how these might affect the negotiation process. Also, how might a face-to-face meeting alter your plan? Your team should use the Groups area to discuss its strategy. You will likely find it useful to research collective-bargaining negotiations in the Library.

Chapter 4 Negotiation: Strategy and Planning TABLE 4.2 | Negotiation Planning Guide

1. What are the issues in the upcoming negotiation?

2. Based on a review of all the issues, what is the “bargaining mix”? (Which issues do we have to cover? Which issues are connected to other issues?)

3. What are my interests?

4. What is my resistance point—what is my walkaway?

5. What is my alternative?

6. Defining targets and asking prices—where will I start, what is my goal?

7. Who are my constituents and what do they want me to do?

8. Who are the opposing negotiators and what do they want?

9. What overall strategy do I want to select?

10. What Protocol need to be followed in conducting this negotiation?

Explain the negotiation process phases:

1. Preparation:

2. Relationship building

3. Information gathering

.4. Information using

5. Biding

6. Closing the deal

7. Implementing the agreement

The Rubic states

In order to prepare for the negotiation, the author(s) present an evaluation of the current situation based on the information provided about the company and the confidential memorandum. The authors effectively incorporate additional research from the Walden University Library including at least 3 relevant and credible resources found in the library. The author(s) present well-reasoned and evidence-based answers to each of the questions included in the planning guide in Table 4.2 in the Essentials of Negotiation and account for potential cultural differences between Japanese and American culture and how those may affect the negotiation process and the possible impact of a potential face-to-face meeting.

Austin, M. (2010). Negotiating the best deal. Chemistry & Industry, 1, 20−22

Lombardo, G. (2009). International business negotiation: Automobiles and ships. Cross Cultural Management, 16(1), 102–113.

Lewicki, R. J., Saunders, D. M., & Barry, B. (2011). Essentials of negotiation (5th ed.). New York, NY: McGraw-Hill.

• Chapter 4, “Negotiation: Strategy and Planning”The resources this week introduce the topic of negotiation. Chapter 4 evaluates the importance of advanced planning to ensure successful negotiations.
• Chapter 6, “Communication”Chapter 6 highlights the key role of communication in the negotiation process. You will explore what people communicate and how they do it.

Are you really ready to negotiate? (2007, September). Negotiation 10(9), 1−4.
This article was originally published in Negotiation, a monthly newsletter published by the Program on Negotiation at Harvard Law School (www.pon.harvard.edu). Reprinted with permission. Copyright © 2007�2011 Harvard University.

Evans, C., & Richardson, M. (2010). How to negotiate effectively. British Journal of Administrative Management, 69, 32−33.
Retrieved from the Walden Library databases.

APA Formatting and proper citing!

 

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