Shanghai and American Style Ccm Case Study
UNDERLYING CONCEPT OF NEGOTIATION
Negotiation strategies
Difficult to take a linear approach.For them negotiation is just one of many encounters whereby the principle is to built a business partnership for the long term.
Ex: it is proven when xie (chow’s assistant) asked for an extension of the software term from twelve months to twenty four months.However Hyper-Hawk thinks that the request for twenty for month was not reasonable.To satisfy JJM, HyperHawk negotiated a mid way solution: a maximum of eigteen months.Both parties acted rationally in the way the negotiations were conducted, and it helped that the relationship between them was excellent from the start.
A lot of question will be asked to do with the interest and personalities of the oher team rather than dealing directly with the details of any deal or joint project.
Detailed term of any agreement a strong consensual basis.
There is a persistency whereby the negotiator does all he can to exploit his opponent to the maximum.
Ex: Ma is keen to explore more projects with Hyperhawk and has tasked chow to follow up with HyperHawk as soon as possible and finally both parties identified ten possible projects.
Strategis time- frame
A negotiation is not a one off event but a step along the path to a harmonious and mutually beneficial relationship in the long term.
A deal made and the end of negotiation remains in their eyes negotiable in the longterm since both parties could benefit more from and improvementnof some kind in an agreement made.
All agreement is based on trust and goodwill, so a firm contract is superfluous.
Ex: After