Alpha beta case study - cultural negotiation alpa beta case prep dot points. PDF

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cultural negotiation alpa beta case prep dot points. ...

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Day 08: Alpha-Beta What is your walk away point? How did you come up with that? 

Four issues that need to be addressed:



number of models:

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when the volume of each model purchased is not sufficient enough to realise economies of scale and utilise increased production capacity.



number of beta inc. units imported:



walk away if less than 300 units of each model. If four models, walk away if units imported is less than 1200 units.



matter of technology sharing:

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walk away if they are not willing to share their artificial vision technology as this is the most important issue for me.



royalty rate:



walk away if less than 3%

What is your target? How did you come up with that? 

since my BATNA is low, as there's no other potential distributers other than Alpha inc. that has a strategy of being a full-service supplier of automation equipment.



models provided: 4 models "as it is stated in the case study"

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units imported: 300 units " ".

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tech sharing: must get access to vision-sharing technology

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royalty rate: 5% as I believe it is a just and reasonable rate.

What are your sources of power and key weaknesses in this negotiation? 

power:



ability to help Alpha develop their own robotics manufacturing process.



weakness:

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Alpha inc. have more power than Beta inc. as Beta is trying to get to their market. Also unsure of Alpha's BATNA and target.



Alpha has a strong hold of this negotiation through the ability to share their artifical vision technology.

What is your strategy for: 1. Getting a wise agreement? 

using culturally responsive negotiation strategies to try to predict and influence Alpha's approach to this negotiaiton. Also find negotiation opportunities and risk propensity.



avoid attribution errors.

1. Preserving or enhancing the relationship with the other party(ies)? 

through cultural norms, behaving formally and patiently to show respect to Alpha, and show openess to discussion, tolerance for differences in interest of Alpha, and willingness to cooperate.

1. Making sure that the negotiation is efficient? 

Key goal is to maximise welfare of Beta, thus should focus on beneficial social interaction with Alpha. Have strong task orientation and get to the point, and set a date where an agreement must be made....