Google and the Government of China: A case study in Cross-Cultural Negotiations Develop a negotiations planning document using the Kellogg format in Exhibit 11 Issue Google Chinese government Purpose of negotiation Priority: 1 Position: focuses on profit and brand management Priority: 2 Position: technological‚ economic gaining Interests: A population of 1.3 billion along with a growing economy makes Chinese market extremely important for Google to enter Interests: It wants Google
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get the car at $4‚500‚ the low end of blue book value. $4‚500 could be the net price‚ which means if seller can offer something else‚ such as maintenance service‚ parts or accessories to offset some part of the cost‚ I can accept higher price. My BATNA is to deal with other seller for similar used car. Eventually‚ I couldn’t make any deal with seller during the negotiation because he wanted to sell at $5‚000 and his extra accessory offer is not worth $500. And I found out that this car’s timing belt
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Negotiation Point "Effective negotiation is not about conflict. It is not about deviance or dishonesty. It is not about posturing‚ or bullying‚ or threatening. Effective negotiation is about exhaustive preparation‚ utter clarity‚ heartfelt communication‚ and a sincere‚ demonstrated desire to fully understand not just your own needs‚ but the needs of the other party." Leigh Stienberg: Winning with Integrity. Reason Does every thing in life revolve around negotiating? Your relationship
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How did you prepare for this negotiation? Why did you prepare in this manner? A. Identify the issues that you thought were the most important issues to be negotiated‚ and briefly explain why you thought they were the most important. In preparation for this negotiation‚ I studied the case diligently. I wrote down‚ what I felt were the key issues for Joe Tech. I also made a list of pros and cons associated with each issue. I prepared in this manner because it gave me the opportunity to effectively
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This case handles the issue head on with a transaction between the official chief of an American zoo and China‚ the main nation on the planet that has monster pandas. There is a great deal of detail and key contemplations to consider amid this transaction. The foundation behind the transaction is that Douglas Myer who is the official executives of the Zoological Society of San Diego could get two pandas from China for more than 200 days. These pandas conveyed a considerable measure of additional
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& Jones Reality buyer representative 2 Ethics and Agency Issues “Bullard Houses” 3 Agreements on board 4 seller buyer BATNA rp interests 5 Instructor version Going through agreements on board 6 Instructor version Bargaining Zone 7 Instructor version Debrief 8 Instructor version Debrief 9 Is it ethical..... ... to hide your Rp? Your BATNA? (traditional competitive bargaining) …to make an opening demand that is far greater than you hope to settle? (traditional competitive
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optimal conclusion. 2. What positions did each party take during negotiations? 3. What were the underlying interests of each party? 4. Discuss the strengths and weaknesses of the ball field owners’ BATNA(s) 5. Discuss the pro’s and con’s of the baseball team owner’s BATNA(s). 6. What were the ball field owners’ asking-target-reservation price? 7. What was the baseball team owner’s asking-target-reservation price? 8. What sorts of tactics/techniques did each party
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CH1 60. (p. 2) What are the three reasons negotiations occur? Negotiations occur for several reasons: (1) to agree on how to share or divide a limited resource‚ such as land‚ or property‚ or time; (2) to create something new that neither party could do on his or her own‚ or (3) to resolve a problem or dispute between the parties. 70. (p. 15) Describe the strategies and tactics a negotiator would employ in a distributive bargaining situation. In distributive situations negotiators are motivated
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pg 3). Postigo realized that most of his potential suppliers we located in Kenya. He also knew that if he could make a deal with a vendor in Kenya then the transportation costs would be much lower‚ thus creating a little more wiggle room for his BATNA. Postigo grasped the importance of building relationships from a different‚ more strategic purpose. OAF’s short-term plan incorporated rapid growth with regards to the small family farms‚ which required rapid growth in their requested
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"Getting to Yes: Negotiating Agreement Without Giving In" By: Peter Block Written: 11/28/05 For our book report for IS Planning and Management‚ we were to read and review‚ Getting to Yes: Negotiating Agreement Without Giving In‚ by Roger Fisher‚ William Ury‚ and Bruce Patton. The book was written to educate readers on how to become better‚ more effective negotiators. They start with defining the difference between positional negotiations versus principled negotiations. They then move on describing
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