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Org Behaviou

Page 1 of 10
Table of Contents

1.0 Introduction2
2.0 Initial Situation – Case Analysis2
2.1 The History of Bristol-Myers Squibb (BMS)2
2.2 Peter R. Dolan3
2.3 What is Plavix?3
2.4 Plavix Generic Drug Agreements4
2.5 Dolan’s Fate5
3.0 Questions and Answers6
3.1 Q1) What principles of distributive Negotiation did Sherman use to gain his advantage?6 3.2 Q2 ) Do you think Sherman behaved ethically? Why or why not?7 3.3 Q3) What does this incident tell you about the role of deception in negotiation?9 4.0 Conclusion10

1.0 Introduction

All organisations form an integral part of the global village. Therefore organisations have become open systems due to deregulation, ever changing technology, lifestyle and demographics. In order to be triumphant in today’s dynamic environment organisations need to focus on the environment it operates in and have to react swiftly to the changes that occur by developing negotiation strategies to stay ahead of competition. Strategy is embedded in any organisations planning process and without strategy the organisation will become a candidate for acquisitions or would become extinct.

In this report we have analysed the case of “DAVID OUT-NEGOTIATIONG GOLIATH: APOTEX AND BRISTOL-MYERS SQUIBB”, which is based on a real world scenario about the survival of two giants of the pharmaceutical industry at stake.

Our main objective is to analyse the main conflicts and negotiation issues which have arisen during the negotiation process between the two giants and also to look at how their internal objectives have driven them to the final result. Therefore, we present some more external information about the relevant case to get a better background knowledge, and also we have analysed the main issues by answering the questions which have been brought up in the case.

2.0 Initial Situation – Case Analysis
2.1 The History of Bristol-Myers Squibb (BMS)
In early 1887, William McLaren Bristol and John Ripley Myers invested $5,000...