Cougar Japan

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  • Topic: Management, UCI race classifications, Tour de Georgia
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  • Published : May 16, 2013
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Preparation Form Negotiation
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Name: Roy Maas
Student nr.: 480991
Case: Cougar Japan
Date assessment: 06-05-2013
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1. Diagnosis
1.1. Content
Cougar Japan is a subsidiary of Cougar International, a leading British-based supplier of top-quality sports shoes. The management of Cougar International has successfully applied a strategy of diversification into sports clothes in European subsidiaries. Cougar International now wishes Cougar Japan to follow the same plan. But Cougar Japan, has her own ideas about the best policy for expansion. Cougar International and Cougar Japan will discuss the direction to give to Cougar Japan. The goal is to reach an agreement on Cougar Japan's business plan for next year (2014).

The common goal of both parties is to improve the turnover and the profit. In addition to this, the demand for the shoes of Cougar Japan is expected to increase over the next 3 years. This will improve our market position, this is also a common goal. On this way the goal is to become the market leader for quality, durability and performance.

The goals are the same but the routes of both parties are different.

The management of Cougar Japan and Cougar International m

1.2. Expected climate

1.3. Balance of power

1.4. Influencers

2. Interests, positions and priorities
2.1. You
| Interest| Position| Priority|
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2.2. Counterpart
| Interest| Position| Priority|
1| | | |
2| | | |
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5| | | |

2.3. Expected Issues

2.4. Objective criteria

3. Objectives
3.1. Wished result

3.2. Just acceptable result

3.3. BATNA

4. Procedure
4.1. Choice negotiation style

4.2. Tactics

Tactic| How and when are you planning to use this...
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