Negotiated By Bernhard, Daniel, Nizama And Tim
I have chosen the Ashbury case to analyze, specifically the negotiation that was conducted by Bernhard, Daniel, Nizama and Tim.
Overall it was a calm interview, both parties were very friendly and polite. For the most part, the body language in the negotiation indicated that the negotiators were listening to each other, there were eye contact, nodding and both groups were leaning towards each other. On the verbal level, some phrases were used to signal understanding such as: “of course”, “yes” and “OK”. Names were not used during the negotiation, even though this might have helped to address the discussion partners better.
Building rapport was kept rather short in this negotiation and it was quickly followed by an introduction and the agenda. Tim and Nizama were the first to mention numbers. Initially, they made the offer of $830 for SG1000 and $400 for the model SG300 with the prices being FOB. The payment terms included letter of credit and a payment period of 90 days. The delivery should …show more content…
Given the fact that names were not used to address the opposing party, this is definitely one aspect that can be improved, as this will make the conversation more personal. From my point of view, the body language part is an area that offers some room for improvement, although both groups have displayed some signals for listening, most of the time they were looking at their papers and not at the other party.
To conclude this protocol, some points should be mentioned. I think it was worth mentioning that Daniel and Bernhard have made a sophisticated move by offering only two options: either higher prices or a higher quantity. This has made their standpoint very clear and emphasized their main interests in the negotiation. Additionally, the private exchange of Nizama and Tim in between were very interesting and useful, when they were confronted with new information that needed some
Overall it was a calm interview, both parties were very friendly and polite. For the most part, the body language in the negotiation indicated that the negotiators were listening to each other, there were eye contact, nodding and both groups were leaning towards each other. On the verbal level, some phrases were used to signal understanding such as: “of course”, “yes” and “OK”. Names were not used during the negotiation, even though this might have helped to address the discussion partners better.
Building rapport was kept rather short in this negotiation and it was quickly followed by an introduction and the agenda. Tim and Nizama were the first to mention numbers. Initially, they made the offer of $830 for SG1000 and $400 for the model SG300 with the prices being FOB. The payment terms included letter of credit and a payment period of 90 days. The delivery should …show more content…
Given the fact that names were not used to address the opposing party, this is definitely one aspect that can be improved, as this will make the conversation more personal. From my point of view, the body language part is an area that offers some room for improvement, although both groups have displayed some signals for listening, most of the time they were looking at their papers and not at the other party.
To conclude this protocol, some points should be mentioned. I think it was worth mentioning that Daniel and Bernhard have made a sophisticated move by offering only two options: either higher prices or a higher quantity. This has made their standpoint very clear and emphasized their main interests in the negotiation. Additionally, the private exchange of Nizama and Tim in between were very interesting and useful, when they were confronted with new information that needed some