Global Business Negotiation
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Global Business Negotiation

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    Global Business Negotiation Global Business Negotiation Presentation Transcript

    • GLOBAL BUSINESS NEGOTIATIONS
    • Scene -1: Nora Roberts' High Noon A man is about to jump, suicide. Objective: Primary objective (of a negotiator) is to preserve life, all other things are secondary. Negotiator has to convince the man not to commit suicide. People: He is very upset and desperate. Preparation She was told that he has gambling problems and steal money from his boss, she had an idea why he is there. Position vs Interest: His position is to suicide, he has a gun and threats others to avoid intervention. His interest is to get his wife back and a solution for his problems, a new chance Negotiation She brings beer and makes joke to relax him. She empathies him, talks honestly and propose new options to solve his problems. She says that his boss can drop charges if he promise to pay back. She reminds him how this will effect his love ones if commits suicide, no gain for him he commits suicide. BATNA: A sniper is waiting to stop him before he commits suicide or shot anybody.
    • Scene -2: Nora Roberts' High Noon (03:46) Case: Gang shoots his brother and the boy goes to hangouts to find the shooter and took hostages Objective: Primary objective (of a negotiator) is to preserve life, all other things are secondary. Negotiator has to convince the man to surrender without hurting any people. People: Young boy is tense and worrying about his brother. Preparation She was briefed about the accident, why he is there and what he wants (his position). She asked if everybody is ok inside to understand the current situation, this way she can create options. Position vs Interest: His position, he took hostages and wants to punish the shooter himself, His interest is to make the shooter to be punished and to see his brother Negotiation She knows he is worrying about his brother so she says she would find how his brother is to get extra time She said that shooter is under custody and they are checking if he is actually the shooter She said she could take him to the shooter if he drops his gun and surrender. BATNA: There is no clear BATNA, sniper will try to stop him..
    • Scene -3: Nora Roberts' High Noon (09:03) Case: There are hostages inside the shop and it is a personal issue, guy is looking for revenge Objective: Primary objective (of a negotiator) is to preserve life, all other things are secondary. Negotiator has to convince the man to surrender without hurting any people. People: He is angry and irrational, impossible to come an agreement.. He is looking for revenge, he wants to kill the negotiator who he thinks is responsible for the death of his love. Preparation She figured out who he is and what he wants before negotiation started. She asked if everybody is okay inside to understand the current situation, this way she can create options. Position vs Interest: His position, he took hostages and he had explosives and asked for ten million dollar He wants her to accept the responsibility of causing his love’s death publicly then kill her for it. Negotiation She tried to talk him but he was fixed at his position. When she convinced that it is not possible to negotiate, she decided to trick him and take him to an openview so that he can be counteracted. It is not hard to trick him because he is irrational and stick on revenge and death of his love. BATNA: There is no clear BATNA, sniper has to stop him..
    • Scene -4: 2010- The Year We Make Contact (19:50) Case: Russian and American has to collaborate to achieve trip Europa but there is crisis going on between two countries Objective: Convince both sites to collaborate on a scientific project. First Russian scientist to his American colleague and convince him to collaborate and make him to convince their government. People: Russian scientist, can speak English, smart and straight. American scientist, smart and open to negotiation and listens other TOS proposition Preparation Russian scientist read all the intelligence reports about previous American mission (Discovery) and accident happened. Russian scientist prepared his proposition and explain how he planed to convince his government for it so that American scientist took him seriously. Russian scientist also knows there is something going on about orbit of Discovery and mentioned him about it and make him to act more quickly. Position vs Interest: Russian Scientist, his interest is to collaborate with American American Scientist, his interest is to complete the previous mission and find out what happened before.
    • Scene -4: 2010- The Year We Make Contact (19:50) Case: Russian and American has to collaborate to achieve trip Europa but there is crisis going on between two countries Objective: Convince both sites to collaborate on a scientific project. First Russian scientist to his American colleague and convince him to collaborate and make him to convince their government. Negotiation Russian needs Americans to succeed their mission, to access Discovery logs and systems. They afraid if the same thing will happen to their crew and their mission will fail. American need Russians because Russian have their space craft almost ready and can go much more early than they can and access Discovery spacecraft before them. Russian scientist said he can convince his government for collaboration and expect him to do so. Collaboration seems win-win for both sites.
    • Scene -4: 2010- The Year We Make Contact (19:50) Case: American scientist talking head of NCA about the Russian proposition Objective: Convince American government to collaborate. People: American scientist, smart and willing to collaborate with Russians and find out what happened. Head of NCA, suspicious but open to collaboration Preparation American scientist on orbit of Discovery and mentioned him how bizarre discovery acting and they must be quick before it collapsed to Europa. Position vs Interest: American Scientist, his interest is to complete the previous mission and find out what happened beforeimpacts on ION. Head of NCA is not to get enough information and material to convince government.
    • Scene -4: 2010- The Year We Make Contact (19:50) Case: American scientist talking head of NCA about the Russian proposition Objective: Convince American government to collaborate. Negotiation American scientist proposed new arguments to help head of NCA to convince government why they should collaborate. They negotiated who should attend this mission.