Business Negotiation

BUSINESS NEGOTIATION - FINAL REPORT

Introduction:

   The experience of studying abroad in Denmark for six months lets me feel interested in and enjoy the western educational system , so when I knew I could learn International Business Negotiation in English and it was taught by a foreign teacher I was so excited and looking forward to this subject. I need to show my gratitude to Jennifer and Ms. Han ,because They tried their best to bring the best study way which is full of practice to us. I can still remember that once Jennifer told us what she taught us were the achievements that she and Ms.Han discussed above ; they really wanted us students can get the useful skills instead of learning the information by rote. When I retrospect the 8- weeks’ study I find there is a lot of knowledge about negotiation in my mind and what impress me most deeply are two learning points.So this short report tries to analyze this two learning points, show the evidence of my critical reflection and make recommendations about using the learning.

Key learning point 1: Win-Win

When I reflect all the knowledge which I have gotten from this subject, the business negotiation practice about Ugli Orange occurs in my mind. At that time , our team was segmented into two small parties which represented the different pharmaceuticals company and we needed to “contested for “ the Ugli Orange. Before the negotiation , we only got the paper of our party and only knew our situation , trade chips and the baseline. The past competition experience made me discuss the reasons which can persuade the opponent party to give up the oranges , including “humanitarian aid” and “government support ”. What is more I knew the orange seller only sold the oranges to the buyer who can offer the higher price, so I also wanted to let the other company underestimate our ability to offer the price and we give the higher price to the seller. But when the negotiation began , the other company also came up with the similar reasons to persuade us . At that moment I sensed this negotiation case was absolutely not a simple question about “win and lose”, because we two companies had the same purpose which was saving people’s lives. No matter what company won the oranges completely, that meant some people would lose their lives! We can not do that! We can not be a killer ! So I read the paper again and tried to find some important details which can be used I missed before.And then I found a detail that what we needed was the rind of the oranges. Even though I was not sure this point could be the key factor, I still tried to ask the other party’s need. I can remember I was so happy when I heard they needed the juice. In reality there was no conflict between us , so finally we made the conclusion that we could collaborated with each other. Because the event of our company was more urgent than theirs, we decided to get the rind to make medicine first and then took the juice together. In addition to accelerate the pharmacy process, there was another benefit from cooperation that was saving the money for buying oranges.Each company just paid half price about oranges.