Answer To: 1. Using negotiation knowledge and theory gained in this course, what type of approach to...
David answered on Nov 30 2019
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; Zerres, 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 construction 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; Zerres, 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 current 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 current 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...