Negotiation Plan
Affiliation
Student’s Name
In negotiating for the launch of the new product to be launched in Asia, as the team leader for the negotiations, I devised the following negotiation plan. The formulation of a negotiation plan is meant to ensure that the negotiations are successful despite the challenges that could emerge in the process of the negotiations. The following is the negotiation plan for the launch of the new product in Asia;
Negotiation Strategy
In carrying out the negotiations for the launch of the new product, the following strategy shall be adopted. The preparation in advance and partition of the negotiation into several sessions is the strategy that is to be adopted in the process of the negotiations. This strategy will enable my team make the best of the time allocated for the negotiation to get the best out of the whole negotiations process (Shell, 2006).
The negotiation strategy will allow the team to be prepared in advance before every negotiation session and acquire through research on any necessary information that could give my team an upper edge in the negotiations. Between the sessions of the negotiations, the team is to conduct intensive research on any weaknesses of the opposite team that could be exploited to the advantage of my negotiation team (Movius, 2009).
The partition of the negotiation process into sessions is aimed at ensuring that my negotiations team gets an insight into issues that could have been forgotten and brace for any tactics that the other team might use against my team. In between the sessions, my team will work on re-strategize on the negotiations to ensure that the advantage lies to my negotiating team (Shell, 2006).
Stages of the negotiation
In the negotiations, the team is to follow several stages. Every stage must be fully exploited and its advantages taken into account in order to ensure that the negotiations end results are to the favor of my team. The following stages are to be followed in the negotiations for the new product in the Asian market;
The first and foremost stage in the negotiations is preparation. The team should always be prepared on several issues in the negotiations. In preparing for the negotiations, there are several things that my team ought to work on and these are; the team should have intensive knowledge on the position of our side of our company (Shell, 2006). After knowing the position of our negotiation team, the next step that should be taken is the team understanding the position of the opponents’ team. Understanding their position is an integral part of my team being prepared on how to make winning arguments. The team should prepare on what my team should settle for in conducting the negotiations and what the opposite team in the negotiations wants to settle for. The team should be prepared on various aspects of the negotiations that are likely to undergo changes and adjustments so that the changes might not catch the negotiations team by surprise and give an advantage to the opponent negotiating team (Movius, 2009).
The next stage in the negotiations is opening up the case of the company to the Asian team that we will be negotiating with. Opening the case of my team will definitely lead to the Asian team opening up their case which my team will listen to and carry out an evaluation and assessment.
The next stage in our negotiations will be to support the case of my company on the introduction of my product to the Asian market through properly structured arguments. In arguing and supporting our case, my team should concurrently work on exposing the other opposite teams’ case.
The next stage will be exploration of the case that my team is presenting and gathering as much as we can and in exploration. After exploring, my team is to bargain and negotiate with the other team on the best terms which will favor the position my team. In negotiating, my team is to apply various and the most effective negotiation tactics. My team is to signal on the willingness and our dedication to work together and introduce the product in the Asian market (Shell, 2006).
After negotiation and bargaining for an advantaged position, my team will close the negotiations after ensuring that the highest percentage of the objectives of my team has been achieved at the end of the negotiations. Closing will mean that we have reached a final agreement on the introduction of the new product in the Asian market. Reaching the end of the agreement and closing in, my team will ensure that the agreement is sustained and whatever is agreed upon with the Asian team us sustained and fully adhered to (Movius, 2009).
Planned Negotiation Tactics
In conducting the negotiations, the adoption of necessary and winning tactics in the process of the negotiations is an integral part of ensuring that the negotiations are successful. The following tactics are to be applied in the negotiations; after presenting an offer to the opposite team, the terms and demands are not to be changed until the opposite team presents a counter offer on the table and sticking to one subject at a time until there is full settlement. These tactics will enable my team get the best out of the negotiations process (Churchman, 1993).
Factors that might affect the negotiation plan
The negotiation plan of my company might be affected by general business factors and the most probable factor in this category is the business climate. The product that is to be introduced might be affected by poor economical performance in Asia prompting the plan of the negotiations to undergo change and adjustment.
International variations in values and risk taking might affect the negotiation plan. In the negotiations, the Asian side and team of the negotiations might not be willing to take some of the risks involved and that might be posed by the negotiations. This way, the team might not agree to some of the aspects of the negotiations prompting and adjustment of the negotiation plan (Saner, 2000).
References
Churchman, D. (1993). Negotiation Tactics. Maryland: University Press of America.
Movius, H. (2009). Built to Win: Creating a World Class Negotiating Organization. Cambridge: Harvard Business Press.
Saner, R. (2000). The Expert Negotiator. The Netherlands: Kluwer Law International.
Shell, R. (2006). Bargaining for advantage. New York: Penguin Books.
