1. Using negotiation knowledge and theory gained in this course, what type of approach to negotiations would you recommend Rachel to pursue with Sun-Set Constructions? Why? (5 marks) 2. If Rachel was...

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1. Using negotiation knowledge and theory gained in this course, what type of approach to
negotiations would you recommend Rachel to pursue with Sun-Set Constructions? Why? (5
marks)
2. If Rachel was to proceed with negotiations with Sun-Set Constructions, how can Rachel
prepare for negotiations considering her lack of familiarity with Indian negotiators Is there
particular training and learnings she could undertake? Why? (10 marks).
3. What tactics should Rachel use in negotiating with Sun-Set constructions? (20 marks).
In your answer, you should consider the following:
a. What negotiation tactics can Rachel use to address the cultural
considerations/differences he is likely to encounter in this negotiation? Use appropriate
cultural frameworks and relevant negotiation literature to justify your answer.
b. Do you think that Rachel will/should adopt electronic forms of negotiations? Why?
c. Are there other alternatives Rachel needs to consider when contemplating a deal with
Sun-Set Constructions? Why is it important to consider alternatives?
4. Are there any ethical considerations that should be considered in Rachel’s case? If so, using
relevant ethical frameworks discussed in this course, what advice would you give her in
attempting to address these issues? (10 marks)




Microsoft Word - MGMT 300 Exam 2017.docx Page 1 of 2 MGMT 300 – Art of Negotiation Take-home exam, Semester 2 2017 Due Date: Friday 17th November, 12pm This exam is worth 45% of your course mark. There are FOUR questions. Answer ALL questions. Exam is to be submitted at BESS and a turnitin originality report MUST be attached to your submission (see week 13 slides on ilearn for more information). Please submit your exam to the drop box that has your tutors name on it. Make sure you attach an individual cover sheet to your hard copy submission ONLY. Word Limit: MAXIMUM 2000 WORDS (in-text referencing included) Format: Standard A4, 12 font text, double spaced document Provide short, succinct answers to each question in report format. Be sure to include a reference list at the end of your exam (This list is NOT included in the word count). NOTE: All answers are to be justified with a critical use of academic material and application of concepts discussed in the course. Read the following scenario and answer the questions below Having completed an engineering degree, Rachael established a well-respected construction company in Australia called Mayfair Constructions. Having just secured a building contract for a new apartment building in Sydney worth $100 million, Rachel is in the process of sourcing building materials from overseas suppliers. One company that she is dealing with is an Indian-based external cladding company known as Sun-Set Constructions based in the capital of India, New Delhi. After arriving in New Delhi and organising an initial meeting to negotiate the terms of the deal, Rachel found it very difficult to enter into discussions with the representative from Sun-Set Constructions, Mr. Omar. He seemed to be dismissive of Rachel, more interested in showing her the local sites of New Delhi and did not want to enter into formal negotiations about the price, volume and shipping of the external building cladding that Rachel needed to complete her construction project. Rachel is currently considering whether her trip has been a waste of time and whether future negotiations should be carried out via email when she returns to her Sydney office. To make matters worse, Rachel has just received some preliminary reports suggesting that the cladding provided by Sun-Set constructions was actually the cause of a serious fire in an apartment block in the UK as the cladding is suspected to be highly flammable. However, further testing needs to be carried out to confirm these suspicions. The definitive scientific reports on the flammable nature of the Page 2 of 2 cladding produced by Sun-Set Constructions won’t be available for over 12 months. If Rachel fails to complete construction during this time she will surely lose the $100 million residential building contract that she has just secured. Rachel is at a loss at what to do. Remembering that you are an expert negotiator, Rachel has come to you to seek your advice on how to proceed with negotiations in the future. Using your knowledge of negotiation theory and materials, provide Rachel with advice on the following: 1. Using negotiation knowledge and theory gained in this course, what type of approach to negotiations would you recommend Rachel to pursue with Sun-Set Constructions? Why? (5 marks) 2. If Rachel was to proceed with negotiations with Sun-Set Constructions, how can Rachel prepare for negotiations considering her lack of familiarity with Indian negotiators Is there particular training and learnings she could undertake? Why? (10 marks). 3. What tactics should Rachel use in negotiating with Sun-Set constructions? (20 marks). In your answer, you should consider the following: a. What negotiation tactics can Rachel use to address the cultural considerations/differences he is likely to encounter in this negotiation? Use appropriate cultural frameworks and relevant negotiation literature to justify your answer. b. Do you think that Rachel will/should adopt electronic forms of negotiations? Why? c. Are there other alternatives Rachel needs to consider when contemplating a deal with Sun-Set Constructions? Why is it important to consider alternatives? 4. Are there any ethical considerations that should be considered in Rachel’s case? If so, using relevant ethical frameworks discussed in this course, what advice would you give her in attempting to address these issues? (10 marks) END OF EXAM
Answered Same DayNov 14, 2019MGMT 300

Answer To: 1. Using negotiation knowledge and theory gained in this course, what type of approach to...

David answered on Nov 30 2019
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Art Of Negotiation Assignment
Negotiation Approach Recommendation
While pursuing the negotiation with Sun-Set Constructions, Rachel should adopt the Integrative approach. It would lead to addition of greater value in the process (Peng, A.C., Dunn, J. and Conlon, D.E., 2015, p. 84; Ze
es, A., Hüffmeier, J., Freund, P.A., Backhaus, K. and Hertel, G., 2013, p.478). While Rachel has already secured the contract for building the new apartment, the c
onstruction has to start soon. With the cladding to be sourced from Sun-Set Constructions, the risk of their inflammable quality does stand good. Till the time, Rachel awaits the report confirming the flammable aspect of the cladding, the same can take really long and she is bound to have the impact felt on the sourced contract.
The outcome has to be maximized. If Rachel is able to get substantial evidence and negotiate basis the confirmation of the requisite quality of cladding offered by the suppliers, the negotiation can be the win-win approach for both the parties (Krafft, M., Goetz, O., Mantrala, M., Sotgiu, F. and Tillmanns, S., 2015, p. 580; Peng, A.C., Dunn, J. and Conlon, D.E., 2015, p. 84; Ze
es, A., Hüffmeier, J., Freund, P.A., Backhaus, K. and Hertel, G., 2013, p.478). Also at this point of time, she cannot afford to look for another supplier for the cladding. The cooperation of resolving the concern and getting the assurance from the supplier should work out a solution that would not only benefit Rachel along with the contract attained by Sun-Set Constructions.
The negotiation would aid in the outcomes that would turn out to create a win-win situation for Rachel and Sun-Set Constructions. There can be a situation of conflict between the parties. With the cu
ent reports ascertained in a preliminary form about the cladding suspected to be flammable, the matters are in the worst form. Sun-Set Constructions has also created the concerns for Rachel as the representative Mr. Omar does not even want to enter into negotiations about the price and the shipping volumes.
While there is less of option left for Rachel in the cu
ent situation, the integrative approach would work best with the adoption of the creative integrative solution (Honeyman, C., Kaufman, S. and Schneider, A.K., 2017, p. 9; Krafft, M., Goetz, O., Mantrala, M., Sotgiu, F. and Tillmanns, S., 2015, p. 580; Peng, A.C., Dunn, J. and Conlon, D.E., 2015, p. 85; Toomey, A., Dorjee, T. and Ting-Toomey, S., 2013, p. 113) . It is crucial that both the parties come to a platform wherein the benefit is derived by each one. The identification of interests has to be clearly done. The tradeoffs with the concerns can be easily sorted. This would lead to smoothly considering the option available and suitable outcomes for both the parties.
The approach is also recommended for the reason as it would clearly identify the interests for both sides. The key approach keeping the negative consequences at bay would benefit Sun-Set Constructions and Rachel. She can gain with the sourcing from cladding done from Omar's company (Honeyman, C., Kaufman, S. and Schneider, A.K., 2017, p. 9; Krafft, M., Goetz, O., Mantrala, M., Sotgiu, F. and Tillmanns, S., 2015, p. 580; Peng, A.C., Dunn, J. and Conlon, D.E., 2015, p. 85; Toomey, A., Dorjee, T. and Ting-Toomey, S., 2013, p. 113). With Omar agreeing into price negotiations and assuring about the quality levels of cladding can be beneficial.
Preparing for Negotiations In India
While Rachel proceeds with the negotiations with Sun-Set Constructions, it is crucial that she has to be well prepared with the negotiation in the Indian way. The negotiations as that that would take place with the Indian negotiators are far different from the generic negotiations done otherwise (Verma, N., Bhat, A.B., Rangnekar, S. and Barua, M.K., 2015, p. 249; Mukundan, S., Dhanya, M. and Saraswathyamma, K.P., 2013, p. 81; Peng, A.C., Dunn, J. and Conlon, D.E., 2015, p. 85; Toomey, A., Dorjee, T. and Ting-Toomey, S., 2013, p. 113). Rachel has to be well aware of the manner in which Indians work and the style of negotiation has to be well adapted basis the approach.
Accomplishments of contracts in Indian market would require Rachel to be flexible with the key place. the negotiations have to be done considering the crucial organization structure and the manner of working for the Indian organizations. Indians do business in a peculiar manner. With less of formal agreements in place, Rachel needs to build good...
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