Negotiation in Project Management: Case Study and Analysis Report

This report delves into the negotiation strategies employed by two airline companies aiming to establish a joint venture in China's aviation market. It dissects the scope of the negotiations, identifying the core issues and factors that influenced the process. The report analyzes the causes behind the venture's failure, exploring the roles of market analysis, credibility, financial considerations, and negotiation tactics. It compares the airline case with a successful negotiation scenario involving a European telecom company, highlighting the differences in approach and outcomes. The report also suggests alternative strategies, emphasizing the importance of BATNA, conflict resolution, and a balanced approach to negotiation. Furthermore, the report offers insights into negotiation scripts, the inclusion of profit-sharing ratios, investment structures, and clear technical agreements. Finally, it provides recommendations and lessons learned to improve future negotiation outcomes in project management, with a focus on avoiding pitfalls and maximizing potential benefits. The analysis is based on the provided case study and aims to provide practical insights and a deeper understanding of the negotiation process in a business setting.