Negotiations

Midterm Task Brief
BCO313(A) : Negotiation
Fall 2020
Professor: Monica Casanova
Due Date: November 22nd, 2020 23:59 CEST
Task:
• Individual written Assignment
• Material:
1. Case titled “BARGAINING PRICE WITH THE CHINESE” (Rob March)
• Answer ALL the following questions:
2. “He realized the value of thinking like one’s opponent – seeing things as they
do.” Explain what this means and give some examples to illustrate this view.
3. “The Chinese insisted that custom required the visitor—Glazer—to make the
first presentation. This he did, even though he was accustomed to allowing his
opponents to speak first” What are the advantages and drawbacks of making
the first offer?
4. “Glazer could hardly believe that he had lowered his price twenty per-cent that
week”: What does this tell you about Glazer’s ZOPA?
5. What can we ‘assume’ about the way Glazer did his due diligence? Evaluate the
approach.
6. Name three tactics the Chinese used in the second meeting. Evaluate briefly
how Glazer dealt with them.
7. “Glazer remembered the tight deadlines he had faced on previous trips to
China; now positions had been reversed, with the Chinese facing the pressures
and deadlines.”: What does this tell you about Glazer’s preparation strategy for
the negotiation?
8. ”For the first time, the Chinese made a counter offer. Auger-Aiso accepted, and
agreement was reached” Why do you thing Auger Aiso agreed at this point?
9. “He believed that Auger-Aiso had been awarded the contract because it had
been the preferred supplier right from the start” How does this belief relate to
understanding the difference between distributive and integrative bargaining?

Formalities:
‣ Word count: 1500-2000 words
‣ Document Format: Microsoft Word Format
‣ Font: Times New Roman or Arial, size 12, black
‣ Layout: Align left, do not “Justify”
‣ Line Spacing: Double space between paragraphs, 1.5l
‣ Hyphenation: off

BCO313 Professor Monica Casanova
‣ Page Numbers: Bottom right
‣ Margins: Use default margins (A4 size) or no less than 2.5 cm
‣ Referencing: In-text citations HARVARD CITATION STYLE (Use as reference “Student
Referencing and Turnitin Workshop” document found on Moodle.)
‣ Margins: Use default margins (A4 size) or no less than 2.5 cm
‣ Language Style: Either U.K. or USA English (must be consistent)
‣ Formal style: DO NOT use contractions, informal expressions or exclamation points.
‣ Weight: 40% of your class grade

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