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This report is based on the following questions –
1. ANALYZE THE CASE STUDY. YOU ARE THE POSITION OF BUYER FROM CHINA, AND YOU DO NOT KNOW YOUR OPPONENT STRATEGY, THE SELLER FROM INDONESIA.PLEASE ANSWER THE FOLLOWING QUESTIONS AND PROVIDE YOUR ANALYSIS, EVIDENCE, AND EXPLANATION. ALL EVIDENCE CAN BE OBTAINED FROM THE OTHER RESOURCE AND MUST BE REFERENCED. FOR THE PART OF REFLECTION OF NEGOTIATION,
POINTS TO ANALYZE: A.ANALYZE THE OBJECTIVES THAT YOU WANT TO ACHIEVE FOR THE
NEGOTIATION SITUATION WHICH INCLUDE:
- WHAT IS YOUR ALTERNATIVE TO REACH AGREEMENT IN THE SITUATION (LIST YOUR INITIAL OFFER, TARGET AND RESITANCE POINT)
- IDENTIFY THE ISSUES IN THE NEGOTIATION FOR THE CASE
- IDENTIFY THE ALTERNATIVES FOR EACH ISSUES
- IDENTIFY THE PACKAGE OFFERS
- ASSESS YOUR RISK PREPENSITY
- DEALING WITH UNCERTAINTY
- ENDOWEMENT EFFECTS
- PREFERENCE REVERSALS
- CHOOSING OR REJECTING
B. ASSESSMENT OF THE OTHER PARTY
- WILL THE PARTIES BE MONOLITIC?
- WHAT ISSUES ARE RELEVANT TO THE OTHER PART?
- WHAT ARE THE OTHER PARTY’S ALTERNATIVES FOR EACH ISSUE?
- WHAT IS THE OTHER PARTY’S POSISITON?
- WHAT IS THE OTHER NEGOTIATIOR’S BATNA?
C. SITUATION ASSESSMENT:
- IS THE NEGOTIATION ONE SHOT, LONG TERM, OR REPETITIVE?
- DO THE NEGOTIATION INVOLVE SCARCE RESOURCES, IDEOLOGIES, OR BOTH?
- IS THE NEGOTIATION ONE OF NECESSITY OR OPPORTUNITY?
- IS THE NEGOTIATION AN EXCHANGE OF DISPUTE SITUATION?
- ARE THERE LINKAGE EFFECTS
- IS AGREEMENT REQUIRED?
- IS IT LEGAL TO NEGOTIATE?
- IS RATIFICATION REQUIRED?
- ARE THERE TIME CONSTRAINTS OR OTHER TIME RELATED COSTS?
- ARE CONTRACTS OFFICIAL OR UNOFFICIAL?
- IS THIRD PARTY INTERVENTION A POSSIBILITY?
- WHAT IS YOUR CONVENTION AND YOUR EXPECTED OPPONENT’S CONVENTIONS IN TERMS OF THE PROCESS OF NEGOTIATION (SUCH AS WHAT IS YOUR INITIAL OFFER, TARGET POINT, AND RESITANCE POINT, AGAINST THE EXPECTED POINTS THAT YOUR OPPONENT WILL MAKE)?
- DOES THE NEGOTIATION INVOLVE MORE THAN ONE OFFER? EXPLAIN, PROVIDE EVIDENCE AND REFERENCE
D. DEVELOPING YOUR NEGOTIATION STYLE
- HOW WILL YOU PERCEIVE THE NEGOTIATION WILL BE? DISTRIBUIVE OR INTEGRATIVE? EXPLAIN
- HOW WILL YOU APPROACH THE OTHER PARTY? STRATEGIC ISSUES AND ADVICE?
- WHAT TACTICE WILL YOU USE TO PERSUADE? HOW WILL YOU DO IT?
E. REFLECTIVE ON THE NEGOTIATION
- WHAT ARE THE CHALLENGES DO YOU THINK FOR THE NEGOTIATION CASE, PROVIDED YOU ARE THE BUYER AND TRYING TO IDENTIFY YOUR OPPONENT APPROACH?
- WHAT ARE YOUR KEY STRATEGIES FOR THE OVERALL NEGOTIATION OF THE CASE STUDY ESPECIALLY IT IS ATEAM NEGOTIATION?
- DEFINE THE RELATION BETWEEN THE CROSS CULTURAL NEGOTIATION WITH THE CASE, PROVIDED YOU ARE THE NEGOTIATOR FROM CHINA AND YOUR SELLER IS FROM INDONESIA, PLEASE REFER TO HOFSTEDE MODEL FOR EXPLANATION, AND RELATE TO CASE STUDY, DO NOT DESCRIBE THE THEORY
1. THE APPROACH TO LEARNING ABOUT THE CULTURES
2. CULTURAL VALUES AND NEGOTIATION NORMS
3. KEY CHALLENGES, PREDICTORS TO SUCCESS, AND ADVICE FOR CROSS CULTURAL NEGOTIATION
- CRTIICALLY ANALYZE WHAT CAN GO WRONG DURING THE NEGOTIATION? IS IT A GOOD OR BAD NEGOTIATION, HOW IT CAN ENDED UP THAT WAY?
- REVIEW THE NEGOTIATION PROCESS (WHAT WOULD WORK AND WHAT WOULD NOT WORK?)
- WHAT COULD HAVE BEEN DONE DIFFERENTLY?
- COMPARE WITH THE THEORIES, THE EXPECTED SITUATIONS THE GOOD SITUATION AND THE BAD SITUATION, RELATE TO BOTH SITUATIONS AND GIVE EVIDENCE, EXPLAIN, AND REFERENCE