Negotiation Case

Euro-Lat-Asia

First, I want to talk about mistakes, because this negotiation was totally mess up. Our team had wrong attitude in the beginning. We focused on competition not negotiation, so we did not trust our counterparts. Because of this attitude, we were almost doing wrong from start to finish. According to “getting past no” page 8 to 9, we had to deal with our reaction first. Another critical mistake was we did not keep our negotiation in the third round. Our negotiation was closing the store, but since we did not trust them all the time, we still opened the store. This mistake made our relationship totally break. The other one was we decided to give up the negotiation at the second-last round. Although there were filled with untruth and skeptics, we should not be ruled by our emotion. If we did not give up the last negotiation, maybe we can make our income become positive. And I think our counterpart did the wrong thing was also opening the store in the first round. Because of this move, it reinforced our wrong attitude “ competition”.

What we did right I think was we kept to our promise in the fifth round. However, as I said above, we broke our relationship in the third round, so they did not trust us either. Our counterpart found we should cooperate earlier than us, but when we chose opening in the third round, they also went mad.

We should control our reaction and emotion first, as book said, if we don’t control ourselves, the problem we face in negotiation is not only the other side’s difficult behavior but our own reaction. Second, according to “getting past no” page 11 to 13, we have to step to the other side and help them to regain their mental balance. After these, we can start our negotiation in the right place. If we can step to the other side, I think when they betray us we would not have such strong emotion, and we can rethink how to do instead of revenge. Furthermore, we