Negotiation Techniques

The purpose of this assignment is for students, to analyze the case study, then research and devise what negotiation strategy would be best suited to the negotiations and why. The group must give sound academic reasoning as to which negotiation techniques they use i.e. signalling, ploys, anchoring, reframing, techniques and tradables. At least one negotiation theory needs to be presented which forms the basis of the negotiation Stratagy. Harvard Style of referencing to be used. The task: apply knowledge and understanding to be successful in gaining a win-win outcome from a negotiation process. Understanding some of the difficulties and issues which can arise, and how to deal with them, when negotiation cross-culturally.

Case study scenario: A French construction business is 6-months into a 2-year contract to renovate 3 large office blocks in in the Russian capital. Since the start of the project a steady number of complaints have been received in relation to the noise, dust, speeding construction vehicles, lack of night-time security, rudeness of their employees and general disruption to the homes and business from around the redevelopment. There is a meeting planned between angry local business leaders, residents and important local officials.

The French business is in danger of having its permit revoked, along with the $10,00000 development and the $1.5 million already invested. You are part of a French negotiation team and must produce a presentation to hopefully negotiate the continuation of the redevelopment. Background: The French business needs to see this project to completion, otherwise the company will go bankrupted. The timeframe of 2-years must be met and there is a $50,000 bonus for each week the renovation is completed early. A previous company lost its permit due to similar issues following a meeting with the local officials.

LO1: Evaluate theory based stratagy relating to principles of negotiation in contrasting situations.

LO2: Critically analyse a case study then articulate how negotation style and practice varies across cultures and contexts.

LO3: Work productively and cooperatively with others to negotiate, and seek workable compromises, that demonstrates understanding and respect for others, in the context of advanced scholarship.

LO4: Academic referencing consistent with MBA Level 7 study.The presentation needs to be based on quality academic critical analysis and discussion relating to the specific case study. All students need to give the presentation. It is particularly important to link the established concepts and theories together to bring a higher level of academic understanding.

Try to be analytical and not merely descriptive it should approach the presentation in a professional manner. Presentations should only be made using Power Point,. The presentations must be of excellent formatting standard and to the academic standards of MBA Level 7 study.