Negotiation

1.0 Introduction

The negotiation between DragonTM Corporation and the French Communes was held on 30th August 2014 at the QUT’s Gardens Point Campus, room S413. We are the Dragon World France Management team who come from the China. Our purpose was to build a good relationship with French Mayors, improve the Dragon’s public image, and discuss the issues in the case and to achieve WIN-WIN situation with French mayors. I played the role of leader and the Human Resource manager.

1.1 Outcomes

We designed our bargaining mix and hope to achieve the target point. However, the outcomes have some differences as we expected in the planning. In the part of Press release, mayors will provide DragonTM World positive comments and help DragonTM World to build a good image for local French during constructions. The French mayors will provide facilities such as water, gas, electricity and transportation. In the part of financial demands, we need to pay 3 million Annual payments without payroll tax from construction to the end of operation (always). In the part of the Permits, we will hire a third party consultant who helps the French employees to deal with the document in no more than 7 working days. For Visas, they agreed to extend Chinese workers’ visa for the next 2 years. We will employ 600 unskilled French worker, 5400 skilled French workers during the construction. We also will hire 300 unskilled French workers, 1700 skilled French workers to do the maintenance of the theme park in the first year of operation. For the second year operations, we will hire 600 unskilled French workers and 1400 skilled French workers. Dragon will also provide free training for French workers in relevant area.

2.0 Reflection on negotiation

2.1 Negotiation preparation

“Effective negotiation is 80 percent preparation. Fail to prepare and you prepare to fail (Rich,2011).” I should reflect on the preparation of negotiation. The negotiation started from introduction of the success of the Dragon world in Beijing. I prepared some pictures and some figures. The mayor asked me about the revenue and the number of employees in Beijing. We cannot answer it, because we did not prepare. In the stage of planning the negotiation, I don't have a clear target, or a confirmed One. We don't have a specific target on the number of employment problem. I was totally in a messy when others mentioned that there is 6000 people need to be employed. The reasons why they raised this point make me feel unrefusable, and think that they are correct. On the other hand, I think they need us to provide them job opportunities and reduce the unemployment rate.Other issues will be easier to reach an agreement if we provide with more employment opportunities. According to Cronin Harris(2004), as a result of lacking planning, there will be more reliance on demand of our own, and the efficiency of persuading opponents will be much lower.