State V. Davis Case Summary

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Germany—Data, Data Everywhere Germans are the converse of Brazilians: stern, strict, and succinct. Rather than prioritizing personal relations in negotiations, they prefer more objective facts and figures. Indeed, the Germans are downright obsessed with data. As a result, they expect their counterparts to be well prepared and ready to provide reams of information of even the most trivial matters upon request. Negotiators should have a whole host of data, including case studies, available in order to back up any claims made in negotiation. This is due partly to the analytical German mode of thinking, and partly because central European executives will often do their own independent research on a proposal and attempt to catch negotiators making…show more content…
Luckily, there has not been any negotiations that are as number intense as the Lyric Opera, but research takes many guises beyond merely having done one’s math. Often, it takes the form of multiple contingency plans for a negotiation. In the State v. Davis case, for example, I had a variety of pleas ready prior to entering the negotiation, ranging from pleading to a misdemeanor but sealing it to agreeing to the felony but instigating a civil suit. The key was knowing both my alternatives within the negotiation and outside the negotiation (my BATNAs). Having them thoroughly researched and examined puts me one step ahead of the competition. First, because it allows me to seamlessly move between options based on the evolving circumstances of the negotiation. Secondly, knowing my options allows me to predict my counterpart’s options. Knowing, for example, that my options include a profit sharing agreement helps me predict any offers of profit sharing from the other side. Knowing the parameters of profitability allows me to offer it first and at a more favorable rate. The German ethos towards negotiating is to out-prep your opponent, and it is something I intend to incorporate into my future
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