International Business Negotiation - Negotiation Skills
Download
Read an extract
Themes
Negotiation, vehicle manufacturer, international business negotiation, transportation company, Japan, USA United States of America, business, Logistics - Transportation
Reader
Abstract
Extract
of 10
Abstract
The case involves an international business negotiation between a Japanese vehicle manufacturer who has developed a strategic plan to export its product to Hawaii, Alaska and the United States' Western coast and an American transportation company that owns a fleet of roll on/roll off vessels. The task is to prepare a negotiation between USSL. Inc and NAC according to the rules and techniques studied.
Extract
[...] We have the support of the Japanese government in this project. M. Maxwell: We are very happy about it, but we do understand that they may be some disadvantages to an exclusive contract. For this reason, we offer you a discount per year on the total price, for three years if the volume of vehicles is respected by NAC. M. Sato: That is very generous and we appreciate it. We think that it is a valuable offer, and we thought that the exclusivity is a good thing after all. [...]
[...] (Everyone drinks their tea in silence) M. Sato: How do you find it? (USSL delegation greets NAC delegation on the tea and the warm welcome they are receiving) M Sato: If we are all reunited today, it is to discuss about a partnership that our two delegations can make in order to have a profitable collaboration for a long time. This is a collaboration that will be based on trust and that has to please everyone. We would like to know more about you and your business, M. [...]
[...] All the delegation shake hands in sign of agreement and goes to a restaurant to celebrate their friendship. Note: M. Sato & M. Maxwell sont presque les seuls à parler au nom de l'entreprise, pour respecter la culture japonaise. Les autres ne font qu'acquiescer, observer et montrer des documents quand nécessaire. Dans le 3e round, les Japonais se montrent plus « agressifs » en étant clairs sur leur offre, de manière à être bien compris des Américains, mais aussi parce que 3 de leurs concurrents directs ont contacté USSL. [...]
[...] Sato; Also, you will not collaborate with our Japanese competitors as we will not collaborate with yours. M. Maxwell: Yes, we will decline their offer. Do we have an agreement then? M. Sato: I think USSL and NAC can call themselves friend. M. Maxwell: Absolutely agree, however, since the American law is very strict, we will write everything that we just discussed in a contract that you will have all the time you need to read and to sign. But consider that USSL is fully trusting NAC and has an agreement with it. [...]
[...] International Business Negotiation - Negotiation Skills Negotiation skills case: USSL and NAC The case will include round 2 and 3 of negotiations and involve 6 individuals. ROUND 2 Location: Tokyo, Japan Players: 1. USSL: M. Maxwell, Director of Strategy; M. Johnson, Director of Logistic; M. McCaughan, Fleet Senior Manager 2. NAC: M. Sato, Vice-President Business & Development; M. Tanaka, R&D Director; M. Nakamura, Purchasing Director USSL delegation comes in the NAC's office building, 15th floor. A driver came earlier to their hotel to pick them up and 2 hostesses welcomed them on arrival and brought them to the reunion room where the Japanese delegation were waiting for them. [...]
