Answer To: Assignment Three: Case study Due Date Value 3. Case study Week 9 31st May 40% Task Length: 1000-word...
Nishtha answered on May 27 2021
Running Head: BUSINESS NEGOTIATION 1
BUSINESS NEGOTIATION 2
SUBJECT: BUSINESS MANAGEMENT
BUSINESS NEGOTIATION
Table of Contents
1.0 Introduction 3
2.0 Literature Review 3
3.0 Critical Discussion 4
3.1 Answer to Question 1 4
3.2 Answer to Question 2 4
3.3 Answer to Question 3 6
3.4 Answer to Question 4 6
4.0 Conclusion 7
5.0 References 8
1.0 Introduction
This assignment helps in enhancing the knowledge of business negotiation under business management. It consists of case study addressing the problem faced by American Airlines, while expanding the business operation. Case study discussed about various factors of business negotiation and the way, American Airlines (AI) used those factors to make negotiation agreements with various nations. This assignment also includes discussions on negotiation methods, which helps organization to decide whether to accept an offer, it receives during the negotiation or not.
2.0 Literature Review
The theory of business negotiation states that integrative negotiations allow for better and win-win solutions under a sustainable perspective. As supported by Lopez-Fresno, Savolainen and Miranda (2018), integrative negotiation scenario, other factors are explored and brainstormed before a price is discussed, such as quality, quantity, delivery, warranty, payment terms, return policies and contingencies. In other negotiation agreement, people try to distribute assets among themselves is the primary motive, which is to earn the biggest part of the profit, whereas in case interrogative negotiation, negotiator tries to increase the base of the profit. It focuses on achieving best possible outcome.
Another paper by Zhang (2018) focused that business negotiation is a vague process that is, there are many factors affecting the business negotiation process and how good negotiation will be depends upon the attribute of negotiator. The business negotiator should have basic knowledge for economics and legal procedure. Other factors that can influence business negotiation process are mode of thinking, cultural specification, motives of other party and psychology aspects (Zhang, 2018). This paper also concerned about the term “vagueness” and stated it depends upon various context of the business. Under many context vagueness can create positive and negative impact on the communication. It sometimes creates misunderstanding and disagreement.
3.0 Critical Discussion
3.1 Answer to Question 1
American Airlines has been performing well over its domestic operation, its expanding its business in Asia pacific regions, which was important trade center for America. There was no doubt that America wanted to new worldwide destination and new possible potential destination for old routes. Major Asian-pacific countries are China, Japan, Hong Kong and ASEAN. Asia pacific is competitive...