Groupcase Nora-Sakari: a Proposed Joint Venture in Malaysia

Joining with Helen Neil would provide supplier deals and an established network in the industry. A joint venture would require Evan’s to give up some of her autonomy and with little operating management the company may have a negative impact on Heather Evans.

Gina Blair represented a competitive-cooperative negotiation strategy which represented a middle ground, both combined in a style which was open minded but assertive. Gina had scheduled the telephone meeting between herself and Daniel Trent; therefore she had more knowledge about what was going to be discussed. As she had initiated the negotiation she had prepared well for the issues concerning her clients. She presented her negotiation in a logical structure, showing that she had prepared all the areas of concern which she intended to address. Her preparation allowed her to identify and prioritise her client’s concerns. She avoided small talk and was very direct, her approach was assertive and she projected confidence. She had a clear understanding of the issues which were of concern to her clients and had proposed

Nora finds strength in realizing her failure, resolving to find herself as a human being and not in what society expects of her. Nora’s recognition comes when Torvald so

Nora is motivated throughout the story to be according to her "free," however, she does not only want to be free of the loan she is owning to Krogstad, she wants to be free from her father and husband's control. Throughout the story, Nora feels as if she has always been treated like a doll child first by her father and then by her husband and is never given the opportunity to evolve as an individual and become a woman who has the potential to be independent and forceful (Yuehua 83). The perfect example her attempt to fulfill her potential as a woman is when she first borrows the loan from Krogstad by forging her dying father's signature. Although she knows her act is wrong and against the law, she still goes on with a naïve challenge to Krogstad during their encounter about the forged signature

(1) Synergy creation: The businesses of both companies are famous and highly complementary to each other.

Each company blindly went into negotiations assuming their senior negotiators would be their best negotiators without taking into account the differences in personalities and culture. Sakari’s lead negotiator and vice-president, Kuusisto should have mitigated these concerns with the opposing Sakari management prior to the initial meetings. If these concerns were outlined with relevant solutions, then the potential of opposition of the deal would have been lessened. Items of Disagreements by both parties Equity ownership Both Nora and Sakari agreed to an initial investment of RM5 million to form the JV but disagreed on the equity share proposed by each side (273). Sakari proposed a 49 -51 percent split between itself and Nora to control the JV, however Nora countered with a 70-30 split between itself and Sakari based on the historical foreign equity regulation set by the Malaysian government. These negotiations were taken place in 2003; approximately 5 years after the Malaysian government adopted new regulations that did not employ these percentages any longer. Despite the new regulations, Nora appeared very inflexible. Each company had significant long-term equity ownership concerns which could have been mitigated if Nora would have negotiated further. Technology transfer Sakari wanted to protect their intellectual property (IP)

Nora’s first rebellion was when she took out a loan so that she could pay for her husband, Torvalds medical treatment. It was against the law for women to take out a loan without their husbands consent. When she did this she proved that she wasn’t as submissive and helpless as Torvald

Nora plays with Dr. Rank 's emotions; though by accident, she does so more than she had intended. Nora becomes desperate for money at one point and intends to use her sex appeal and subtle charm to get some from Dr. Rank. Nora is in the process of flirting

Ans. Part 1:            Negotiations to date between Nora and Sakari have failed mainly due to a mutual ignorance of one another's cultural norms. One of the key reasons for failed to result in an agreement is that there is huge gap between what Nora and Sakari can sacrifice to successfully negotiate the contract with each other. Following are some example proving how far they are from the real contract.

Girls need a women figure to talk to about female things. Not only that but if Nora left and then later on down the road decided to enter back into the children's lives, they might have resentment towards her.

social status above love ( ). It is important to understand Nora does not leave

Nora wanted to protect and do what was best for her family, but when things are done based on lies things usually turn out bad. A marriage should be based on love and trust. If there is no

Their approaches to negotiation and objectives were very different for each party. Nora went in with an integrative negotiation strategy since they had already won their bid based on using Sakari’s 4G technology and having a successful agreement would be important in fulfilling the contract with TGMXX. The were interested in creating a win-win situation. On the other-hand Sakari’s

* To structure deal as joint venture, which would be an economical approach to entering the market with the access to the technology, cross-marketing and profits. May bring, however, the lack of control to achieving "Anywhere, Anytime" vision.

• Success in a joint venture depends on thorough research and analysis of the objectives.