International Negotiation

1. Amit Boro (PGP14005)
Rahul Kumar (PGP14087)
Ubaid Alam (PGP14029)
Vikash Soren (PGP14054)
BATTERY COMPANY
(HUNGARIANS)

2. • 2 Parties- American and Hungarian
• American Battery Company exports battery to Hungary for over a
decade
• Good Hungarian market share
• Plan of establishing used battery processing plant in Lead village
• Plant will contribute to both Hungarian economy and BC’s market
share
• Generate employment to almost 200 people
• Cause environmental issues
Case Synopsis
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3. American Team
• The CEO
• The VP for Technical Activities
• The VP for Public Relations
• Regional Manager
Hungarian Team
• The Mayor
• Wine Producers
• Environmentalists Groups
• Minister for Environment
Stakeholders
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• Employees of Battery Company
• Lead Villagers
• Employees of wine factory
Primary Stakeholders
Secondary Stakeholders

4. The American Team wants to set up a used battery
processing plant in Lead village. This will improve the
efficiency of the company and will reduce the shipping
and handling cost.
The Hungarian Team is majorly opposing the proposal of
establishing the used battery processing plant in Lead
village as it may cause harm to the natural environment. It
will also have negative impacts on the vineyards.
Objective
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5. • Whether to establish the used battery processing plant in Lead village or not?
• Whether the decision is acceptable from an environmental point of view?
• Can the new Plasma Technology of the processing plant be trusted completely?
• Recuperation from use of old batteries.
• Harmful effects post establishment of the plant.
Points for Negotiation
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6. Parties Best Possible Agreement Minimum Possible Agreement
American Team Establish the processing plant in
Lead village.
Establish the processing plant
anywhere in Hungary.
Hungarian Team Avoid the establishment of the
processing plant in Lead village.
Establish the processing plant
where there is minimum harm
to the environment.
BPA and MPA of both Parties
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7. Keeping in view the interest, option and BATNA of both
the party ZOPA should be
• Establishment of plant which is much needed from both
employment and waste disposal perspective.
• Take care of the environmental issues and away from
vineyards.
Zone Of Potential Agreement (ZOPA)
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8. Establish the used battery processing plant following
the environmental guidelines and in distant location
from the vineyards.
Yes-Able Proposition
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9. Representatives Interest Option Criteria
MAYOR
• Employment
Generation
• Tax Revenues
• Development Projects
• Establish the plant
• Other
entrepreneurial
project
• Environmental
norms
• Potential
Opposition
Wine Producer
• Avoid any harm to its
reputation
• Stop the
establishment of
processing plant
• Long protesting
actions such as
road blockades and
demonstrations
• Prestige of the
wines in the entire
country
Environmentalist
Group
• Concerned about the
beautiful natural
attraction of the
region and health of
local inhabitants
• Block the initiative
as done earlier
• Doubtful about the
new plasma
technology
Minister for
Environment
• Establish the plant as
the used batteries has
high economic value
• Accept a
technology which
complies with all
environmental
regulations and
laws
• Environmental
point of view
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10. Representatives Agreement
Mayor
BATNA – Come up with some other entrepreneurial activity
BPA - Concrete proof of no harm to the environment
MPA – Allocate the plant in some other village
Wine Producer
BATNA – Protest and Road Blockades
BPA- Do not establish the plant
MPA- Written Agreement for Compensation
Environmentalist Group
BATNA- Block the initiative as done earlier
BPA- Reject the plan of Battery Company
MPA- Take our concerns seriously
Ministry of Environment
BATNA- Establish the plant in some other area
BPA- Establish the Plant in Lead village with advanced
technology check
MPA- Establish a used battery processing plant
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11. Thank You
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