Anglais - Négociation M1LAAN02 - groupe 1

During this last role-play I was John Smith, the CEO of the Toronto Zoo. First, I had to negotiate with Clement Dupont, the CEO of the Calgary Zoo in order to find an agreement to enable the both of us to welcome a pair of giant pandas in our zoos, and it was not easy since we both wanted to welcome the pandas first. During this first part, Dr. Ming-Tat-Li, Chair of the Giant Panda Acquisition Task Force was really helpful since she tried to help both the Toronto Zoo and the Calgary Zoo to get what they want by making some concessions.  Then we had to work as a team in order to find an agreement with the Chinese team, and negotiate with the Chinese team was the hardest part since they were 6 (we were only 3) and they were not very cooperative. Indeed, from the beginning to the end, the Chinese imposed many rules to us that totally broke down our strategy. Therefore, we took a first break in order to find a new strategy about which zoo will welcome the pandas first, the duration ...

The first document deals with the fact that cultural differences do influence business negotiations, and so a lack of knowledge or respect about the other party’s culture can totally ruin a negotiation process. That is why a negotiator has to be well prepared.  First of all, it is important to take into account every person who is involved directly or not in the negotiation process.  Then, it is also important to consider informal influences such as local culture or history that are very powerful and could impact all the negotiation process.  Once these points have been defined, the negotiator has to find the best approach to negotiate with the other party and so, she/he has to be compatible with her/himself specifically. This way, the negotiator will have to define a strategy.  Sometimes, even if a negotiator is aware to all these details the negotiation process can be hard since she/he could be facing a top-down authority that does not want to delegate p...