Negotiation Knowledge and Theory : Assignment

Added on -2020-07-23

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THE ART OF
NEGOTIATION
Table of Contents
INTRODUCTION...........................................................................................................................1
TASK...............................................................................................................................................1
1. Negotiation knowledge and theory.........................................................................................1
2. Negotiation that can be made with Sun-Set Constructions.....................................................2
3. Tactics need to be used by Rachel in negotiation...................................................................2
4. Ethical consideration that should be made by Rachel.............................................................4
CONCLUSION................................................................................................................................5
REFERENCES................................................................................................................................6
INTRODUCTION
Negotiation can be determined as a process through which people get to understand the
condition and come up with appropriate decision through which they can understand situations
of each party and they get to decide on a one aspect that can control the situation (Rubin and
Brown, 2013). In accordance with the given scenario, it can be stated that Rachael who has
constructed a company in Australia called Mayfair Constructions. They have received a contract
to build new apartment building at Sydney which is worth $100 million. In order to source
materials, she is dealing with Indian based company known as Sun-Set Constructions. There are
certain set of issues that are faced in the deal and for this she needs to negotiate so that they are
able to get the order. This essay covers making use of negotiation theory and type of approach to
negotiate that can be recommended to Rachel. Further, it covers tactics that should be used by
Rachel for negotiating with Sun-Set constructions.
TASK
1. Negotiation knowledge and theory
Negotiation is the process of communication in which two parties negotiate with each
other in order to each to an agreement. As per the given scenario Rachel is planning to establish
a construction firm in Australia (Brooks, 2015). Individual has planned to process sourcing
material from overseas suppliers. She has decided to deal with Indian company Sun-Set
Construction. It was quite difficult for her to discuss about material with the representative of
Sun Set Construction. She did not want to enter into negotiation contract on price, volume and
shipping. Sun Set has made many rules and regulations in front of Rachel if she enters into the
contract (Zohar, 2015).
According to case scenario Rachel should pursue integrative negotiation approach. It is
also termed as collaborative model of negotiation. The main reason of advising this approach is
that it can create value for both these parties and it may create win-win situation for both of them
(Eyal and et.al, 2017). It creates options for mutual gain. In this type of approach of negotiation
both parties cooperate with each other in order to generate maximum benefits. By this way it can
create value for Rachel and if any consequences arise then individual will be in position to claim
against the Sun Set Construction.
1

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