Business Negotiations

Gina Blair and Daniel Trent cooperate and collaborate to achieve a common objective throughout their negotiation. A cooperative negotiation style is demonstrated as they combine their points of view regarding their clients concerns with outcomes to effectively solve the issues raised. The main focus of the negotiation is to reach an agreement rather than a continuous dispute. Accordingly, the conflicting objectives were resolved by compromises and solutions but forward by both Gina and Daniel. The negotiation style used between Gina and Daniel is described as principled negotiation where both parties jointly attack the problems arising to achieve a compromise.

Our team approached this negotiation case in a very efficient way. Each of us had a very clearly job assignment. Two people took care of the calculation while the other two people were responsible for the negotiation. Thus we quickly built up a model and provided several options to our counterparts with different terms but same net value of the final bargaining agreement to our team.

This strategy is quite bold and could lead the company to feel that they were not given a chance. In return MCA could have harsh feelings toward the Union and not compromise as easily. The fourth strategy was to only settle issues with unanimous consent from the negotiating committee. The union planned on every person in the committee being at every meeting and they set the rule that everyone had to agree to proceed. This is definitely not reasonable because there may be situations when a member can’t make a meeting. It is also not reasonable to say that everyone must agree. There are times when this is not possible and it should have been planned for. Maybe the union should have had a majority vote or even a 75% vote minimum.

Identify the strengths and weaknesses of Fontaine's and Gaudin's negotiating strategy in their deliberations with Reliant Chemical Company. How effectively did Fontaine and Gaudin approach the negotiation?

1. Review text pages 137–139 in Chapter 4. These pages cover step 9 in the planning process, assessing the social context of negotiation.

Summary: This was a multiparty negotiation, which involved 6 players all with very different negotiation styles. It was an exercise in which teams easily form a coalition. There were concessions about the value added each team would bring to the “table”, and my team in a situation of power saw how negatively the other teams reacted in name of fairness and how important was to share the pie.

1. How did you plan for the negotiation? Explain how you decided on a strategy?

If Wyoff wants to avoid a repetition of the failed negotiations on the Caxtalene JV, Kwang and the other members of Wyoff’s negotiating team must find a way to reach mutually acceptable solutions on the product slate, product marketing, management structure, and staffing issues.

He has 25 employees, which he would like to keep employed. He has a home/investment property that he would like to hold onto until the housing market rebounds.

Similar to mu position, it appears that Harborco does not have a great BATNA either. If there is significant opposition during the negotiation, the FLA will not grant them a license. So their target will be to pass the proposal as they have

In this negotiation exercise, I was assigned as the Seaborne Governor’s negotiator as part of a six member party meeting to negotiate a deal with Harborco to build and operate a deepwater port off the coast of Seaborne. The Governor on the whole was very interested in seeing this deepwater port built in Seaborne as she believes that the size of the project would provide the stimulus for a dramatic recovery in the state.

The participants of the negotiation are Harborco, The Environmental League, the Local Federation of Labor Unions, other ports in the region, the Federal Department of Coast Resource (DCR), and Governor Sherwood of Seaborne. Harborco is interested in building and operating a deepwater port off the East Coast of Seaborne and in order to start the twenty-year project Harborco must first acquire a license from the, FLA, Federal Licensing Agency. However, the only way to acquire the license is if at least at least four of the five parties support Harborco’s project. The problem is that the other five parties have different perspectives regarding the Harborco project. Currently, the Environment League does not approve the project, because they are

The TexasAgs oil company case study gave us insights on different aspects of a negotiation that can happen in real world scenarios. It elegantly portrayed the importance of having a BATNA, setting target and restriction points, impact of the fluctuating markets on the ongoing negotiations, downside of the emotional behavior, importance of having a third party member or mediator in the negotiation. The case illustrates that the negotiations should be based assumptions as they may or may not be right. Having facts and understanding the other parties true objectives and goals are truly essential in negotiation. It is a typical example of how the current power on one side can dominate and take complete advantage of their position.

3. Some priorities that would have to be addressed in the collective agreement language would be to make sure that the language used would be appropriate in the negotiations. This would make use of words that provide no flexibility; these words can be will, shall, and must. It would ensure that both parties know that the topic discussed is a serious problem as well as helping the members of the union in keeping their jobs with minimal changes. Subtleties in language can have a huge impact on negotiations and it is important for unions to use them because if they do not then they could be giving favouritism to management. Using words like will usually, will normally and may are statements that could imply levels of some sort of flexibility.

Business negotiations are deliberations that ensue from different motivating factors and whose agenda have a common ground. Such a phenomenon brings the conflicting sides together in the aim of seeking a lasting solution to the conflict. Often the conflicts being resolved emanatefrom interests among the parties, which happen to be coinciding. As such, one party feels less advantaged and seeks reprieve. It is a common case nowadays and it features a series of across the table discussions, which happen to be under the watch of the court system. Therefore, both partners have the privilege of accessing the courts in case they feel there is a breach of contact or patent for that matter. The negotiations between apple and Samsung are a perfect eample of such a phenomenon. In this case, apple accuses Samsung of breach of its patent rights. Apple claims that Samsung copied the look and feel of an iphone, through their galay brand. !illing of the case was in "#$$ when the conflict began.The issue of business negotiations is a common phenomenon these days especially on matters of patents and royalties. The desire to protect the uni%ue characteristics of various products has become a fundamental element of business negotiations nowadays. It is often argued that in order to hold enough leverage to such a negotiation, one should commence the negotiations way before the two parties even meet face to face on the table negotiations. Only that way, will a given party ensure their