Simulation IBN
1.0 NEGOTIATION PLAN/PREPARATION
1.1 Our company’s Interest and position in this negotiation
1.1.1 Interest
For Cobalt, Our Company has three main interests in this joint venture negotiation. Firstly, we want to increase PC market share in Korea because PC market is a high-profit industry and is developing with a high speed. Secondly, we want to access smoothly to Korea and get the Korea’s government favor and policy support. The last one is that we want to find an experienced Korea PC company to be a joint venture with a stable and a long-term cooperative relationship.
1.1.2 Position
Our company’s position in this negotiation is an initiative negotiator and we decide to take an integrative and win-win attitude to this negotiation because our company’s aim is to build a long-term joint-venture relationship with SilverLight Electronics.
1.2 Our Company’s negotiation procedure, role and tactics
1.2.1 Procedure
Firstly, we plan to negotiate the most important issues to our company. Then we negotiate the next important one until all the seven issues will be negotiated into a decision. If both sides get stuck in a certain issue, we just move on to another one and back to negotiate that one in the next round.
1.2.2 Role
We plan to be a positive and initiative negotiator.
1.2.3 Tactics
1.2.3.1 Present conditions and requirements in the advance of opponent.
1.2.3.2 Win-win situation is the best agreement.
1.2.3.3 On the condition of no prejudice to the interest of the opponent, we should strive and negotiate for more benefit.
1.2.3.4 Do not make concession in the most important issues.
1.3 Desired outcomes
1.3.1 We can have above 51% equity ownership in JV.
1.3.2 We can maintain our top management committee in JV.
1.3.3 We can both have JV and Cobalt products into Silver Light’s network.
1.3.4 We can protect our core technology.
2.0 OUTCOME OF THE NEGOTIATION
ISSUE
DECISION
Access to Korean Markets
The JV has access to all
1.1 Our company’s Interest and position in this negotiation
1.1.1 Interest
For Cobalt, Our Company has three main interests in this joint venture negotiation. Firstly, we want to increase PC market share in Korea because PC market is a high-profit industry and is developing with a high speed. Secondly, we want to access smoothly to Korea and get the Korea’s government favor and policy support. The last one is that we want to find an experienced Korea PC company to be a joint venture with a stable and a long-term cooperative relationship.
1.1.2 Position
Our company’s position in this negotiation is an initiative negotiator and we decide to take an integrative and win-win attitude to this negotiation because our company’s aim is to build a long-term joint-venture relationship with SilverLight Electronics.
1.2 Our Company’s negotiation procedure, role and tactics
1.2.1 Procedure
Firstly, we plan to negotiate the most important issues to our company. Then we negotiate the next important one until all the seven issues will be negotiated into a decision. If both sides get stuck in a certain issue, we just move on to another one and back to negotiate that one in the next round.
1.2.2 Role
We plan to be a positive and initiative negotiator.
1.2.3 Tactics
1.2.3.1 Present conditions and requirements in the advance of opponent.
1.2.3.2 Win-win situation is the best agreement.
1.2.3.3 On the condition of no prejudice to the interest of the opponent, we should strive and negotiate for more benefit.
1.2.3.4 Do not make concession in the most important issues.
1.3 Desired outcomes
1.3.1 We can have above 51% equity ownership in JV.
1.3.2 We can maintain our top management committee in JV.
1.3.3 We can both have JV and Cobalt products into Silver Light’s network.
1.3.4 We can protect our core technology.
2.0 OUTCOME OF THE NEGOTIATION
ISSUE
DECISION
Access to Korean Markets
The JV has access to all