English Negotiation

SAMPLE PRESS RELEASE EUROMOUSE COMPANY AND THE FRENCH GOVERNMENT RESPOND TO THE COMMUNITY MAYORS Two representatives of the EuroMouse Company and 2 of the Government met today with community members to discuss the needs of the current residents of Bailly, Coupvray, Magny, Chessy with respects to the ongoing construction of a new attraction park in the region of Marne-La-Vallée. Mary, representative and general counsel of the EuroMouse Company, called the meeting “constructive” and praise the mayors for their articulate and well-prepared participation. “the mayors had some considerable concerns, and the EuroMouse Company is committed to doing whatever we reasonably can to respond to those concerns and to help us work together with these mayors to maintain and improve the EuroMouse project. EuroMouse company is strongly committed to safety in all its projects and is happy to respond to several of the suggestions of the mayors of the 4 communities in that regard. We will

(I couldn't write a CPA's recap because I was sick during this roleplay) We are all humans, all irrational. Mentals errors are refered to the decisions and the actions we make when impacted by our emotions. Some of these choices could be considered as irrational and confusing. This reading explains us the mental errors we make during the negotiations. If we want a negotiation to be successful, we must remain calm, composed and focused. I. Escalation An irrational escalation is an error committed by otherwise level-headed businesspeople when they get into difficult and competitive negotiations. The reasons of escalation can be : the feeling of someone who can't stand losing ; bidding content or a principal problem at work for example. To avoid escalation we should : know our BATNA ; set a reasonable reservation price and set clear breakpoints. II. Partisan perceptions It's is a psychological phenomenon that brings people to perceive the world a bias in their

This negotiation opposed the Mouse company (An American Multinational Company) and the mayors of 4 towns : Bailly, Coupvray, Magny and Chessy. The Mouse company and the French government signed the Master Agreement to allow Mouse to build Euromouse : a huge amusement park in Marne-La-Vallée. But due to very bad relationships between Mouse and 4 towns involved into the project a negotiation was organized to find solutions and settle the disagreements between the two sides. In this role-play, I played the role of the government official in the Ministry of International Trade. I was very proud of the Master Agreement, this project will increase the influence of the country through the world. The press has been a problem so I am looking for good press releases. Definitely, I felt much more comfortable in this role-play than all the others. I applied more active and effective listening. Moreover, I learned to be less aggresive and more accomodating. During the negotiation I kept

As written in the negotiation's book of David S. Hames and as James K. Sebenius said « Cultural differences can influence business negotiation  in  significant  and  unexpected ways , as many a hapless deal maker has learned. In some cases, it's a matter of ignorance or blatant disrespect, as with the American salesman who presented a potential Saudi Arabian client with a multimillion-dollar proposal in pigskin blinder, considered vile in many Muslin cultures » The first idea we have to keep in mind is that cultural tendancies influence how people interact as well as the processes involved in negotiations. In cross-cultural negotiations, we have got different players. Abroad we can find extra players that are different than ones we would fine at home. In the most cases, they are non-obvious. We can loose a lot of money and waste loads of time when we don't understand each player's role and who owns which decision. On the other side, the cultural asumptions can som

Managing the nonviolent communication is the key ! In fact, when negotiators get along well and create a climate of confidence : the negotiation is easy, healthy and productive. But if when they get angry, the negotiation becomes difficult : A mechanism of war is put into practice. The negotiator is seeking for everyways to destroy his opponent and forgets all the benefits of a long-term relationship. The interest is no longer to come to an agreement but to win the battle. It's too bad. I prefer considering negotiation as sports competition than a war. The potential gains are more interesting in the sports ! That proves that negotiation and violence are not compatible. This reading gives us several advices to approach crisis communications and facing an angry public. 1. Acknowledge the concerns of the other side Using concessions with intelligence et using empathy are two good tools. 2. Encourage joint fact finding It's emotionally complicated to generate m

CHESTNUT VILLAGE ROLE PLAY Chesnut Drive is a short, dead-end residential street in Bunyonville.  Many Families live in Chestnut Drive. Few weeks ago, a construction of a 77-unit condominium complex on an eight-acre plot at the end of Chestnut Drive started. The only access to the construction site is by Chestnut Drive. The problem is that there were some accidents involving kids. Moreover, employees drive fast in this street, there is a lot of noise and the street is full of dirt. The neighborhood representatives finally succeeded in obtaining a meeting with the general counsel and members of Bunyon Construction. My role during this negotation : I am the Shopkeeper of the Chesnut Village. I am a small businessperson owner of a clothing store on Off Broadway and of two-family house on Chesnut Drive. Actually, I am quite pleased with this construction project but it is not possible to tell it to my neighbors. I had to use manipulations technics to avoid them knowing it. I w

This reading covers all the questions frequently asked and related answers needed in a negotiation. The content of the text is divided in three kinds of tactics : tactics regarding price ; tactics regarding process and tactics regarding people. We can consider it as a manual for all aspiring negotiators. I- Tactics regarding price First question: Should I ever state my acceptable range ? If you reveal clearly your acceptable range (for example if you say that you are willing to pay $40,000 to $45,000) then the other side is able to define reservation price. In this case, you will pay at least $45,000. The other side knows a decisive information about your strategy. This is a little bit risky but taking risks can be fruitful. On the other hand, reveal your acceptable range can be a real benefit. Let's imagine a negotiation stagnating. The other person is at $40,000 and you are at $33,000. The other person push the deal to $38,000. Then you can avery that your range is from

Second lesson, my enthusiasm still present despite the amount of work that is increasing day by day in the others subjects. Before I introduce my reading summary, I wanted to share a little project with you. When I was studying Sales and Marketing in the IUT Paris-Descartes, I had to imagine, write, create and film a short-movie about business negotiation. This project was exciting ! In fact, it gave me the opportunity to mix my passion for cinema and my growing interest in business strategies. Thanks to my network in the audiovisual field, I was able to contact a film crew, who agreed to film our short film for free. In this film I play the role of a trading sales professor. Enjoy your watching : https://youtu.be/OxRiFhaVDGg?t=4m46s We wrote all the plot of this movie. Our main objective was to illustrate a win-to-win negotiation. We can see two sellers from Randstaad France and two buyers from La Parisienne de Mutuelle. It was very interesting to define the psychological profile