Negotiation Journal

Submitted By:- Rishi Sharma Pg20112067 Section E

Negotiation Journal Dear ma’am’ These are the report which has been collect by me. During the span of time provided by you.

called the ultimate freedom fighting force.I.I. Paramount has said to release out the movie on June 29. Joe strike team. which is bringing a mostly new cast to the franchise. the character who in 1980’s comic books starts the G.I. and use to handle all the details of the G. Ray Stevenson and RZA are among the new casts for the second film. Bruce Willis will a part of Paramount’s G. Bruce. Chu is directing the movie. Along with Bruce Willis. Jon M. The movie had began the shooting later the month of October. Joe.Bruce Willis Enters Negotiations to Play the Original Joe in 'G. Joe 2: Retaliation.I. Dwayne Johnson. in New Orleans. . Lorenzo di Bonaventura-produced action movie. Joe 2' 8th September 2011 Bruce Willis enters in a negotiation with the director Jon M. would play General Joe Colton. Adrianne Palicki. Chu. with the veteran action actor marked to play the original Joe. 2012. if a negotiation deal comes together between them.

There is an argument that proposes that culture is inconsequential to cross cultural negotiation. But due to extensive globalisation the societies around the world are becoming increasingly interdependent so managing commerce across border is a must to learn.  Government policies- . They define the deal consistency and help in maintain long term relations thus making such negotiations is a challenge which any negotiator comes across in his/her life frequently to have requisite knowledge about the same due to the emerging factor of globalisation. negotiators and sales personnel give themselves an advantage over competitors. By taking cross cultural negotiation training. It maintains that as long as a proposal is financially attractive it will succeed.g. a negotiation deal between an American company and a Chinese company came to a standstill due to differences of the judiciary notion considering the intellectual property rights which were resolved by intervention of an intermediary. However.CROSS-BORDER NEGOTIATIONS Cross cultural negotiation is one of many specialized areas within the wider field of cross cultural communications. Cultural differences also affect the business negotiations significantly. These are basically implicit in nature and are prone to up gradation. this is a naïve way of approaching international business. Factors affecting the Process of Negotiation: The law systemThe laws are different in different countries and setting up any deal would require a proper knowledge of the judiciary system of that nation as compliance with the same is a must for a successful negotiation. For e.

These societies when undergo the process of negotiation they prefer clarity in conversations to communicate effectively and believe in coming directly to the point. In such societies the individuals make their own decisions and are liable for the output of the same.  Collectivistic society- . The best example of such societies is U.  Economy/monetary valueThe economic condition of the nation affects the negotiations as well as the monetary value of the currency of that nation determines the business susceptibility of the nation thereby affecting the negotiation process. and FRANCE being more self-centred with an absolute emphasis on their own individual goals. Due to difference in cultural background. The person is attached with only his immediate family.S.The influence of government policies cannot be overlooked in a cross border negotiation. DIFFERENCE IN THE SOCIETIES AND THEIR AFFECT ON NEGOTIATION  Individualistic society“I for myself” is the best explanation of this kind of society.  Environment policiesThey are very important aspect of cross-border negotiation as certain nations are very actively awake about the current environment problems and have complimentary policies which are to be abided by all the businesses aiming towards the betterment of the environment but on other hand some other nations do not follow even the basic environment protection laws. the needs of people government policies are different in different nations and considerable influence of the same guides all the cross-border negotiation. the level of development.A.

.  No disagreement publicallyAs stated above any disagreement or difference of opinion is supposed to be shared in private rather than in public and an individualistic society considers it lack of manners. They lay emphasis on groups and think more in terms of “we”. Transition from a society to an individualistic Importance of hierarchyAn individualistic society is hierarchy oriented so the respect for the topmost person in the hierarchy is something to always keep in mind. India (especially Indian congress) etc. The best example of such a society is China. This society focuses on standing behind the leader and following him and thus follows a culture of joint families where the male/female head of the family takes all the decision and everybody else abides by the rules and accepts the decisions made whether right or wrong.This type of a society is more closely linked and interdependent. In organisations prevailing in such societies harmony and loyalty are a must and prevention of any kind of confrontation is laid emphasis on. Moreover following the protocol with the hierarchy is a must. Israel is also one such society. Here people from birth onwards are linked in strong cohesive groups which they continue to protect their lifetime without questioning forming a deep loyal base.  Maintaining interpersonal relationshipsWhile sealing a deal maintaining interpersonal relationship even with the families and the people out of the working place and maintaining them for a prolonged period is considered a +ve trait in individualistic societies thereby giving an edge over a competitor dealer who isn’t aware of the same.

Its main function is to ensure that trade flows as smoothly.THE DOHA ROUND The Doha Round is the latest round of trade negotiations among the WTO membership. The Doha Ministerial Declaration provided the mandate for the negotiations. The work programme covers about 20 areas of trade. The Round was officially launched at the WTO’s Fourth Ministerial Conference in Doha. including on agriculture. The Round is also known semi-officially as the Doha Development Agenda as a fundamental objective is to improve the trading prospects of developing countries. Its aim is to achieve major reform of the international trading system through the introduction of lower trade barriers and revised trade rules. services and an intellectual property topic. which began earlier. The world trade organisation: The World Trade Organization (WTO) deals with the global rules of trade between nations. Topics covered in Doha negotiation are:    Agriculture Rules Services Intellectual property: geographical indications and biodiversity     Trade and environment Trade facilitation Dispute settlement E-commerce . predictably and freely as possible. in November 2001. Qatar.

. also reproduced here are some major decisions that follow on from the original Doha declarations. and intellectual property 2001: Doha Development Agenda launched 2003: Cancún ministerial mid-term review: no agreement 2004: “Framework” agreed (August) 2005: Further agreements in Hong Kong Ministerial Conference (December) 2008: The July 2008 package: attempt to break deadlock. Until the Doha Round decides this collection remains in dilemma. They are also called the Doha Development Agenda. partly to emphasize that development is a main objective. However. services. some differences narrowed 2008: Revised draft modalities in agriculture and non-agricultural products The talks are nicknamed the Doha Round after the city where they were launched even though they mainly take place in Geneva. and partly to underscore that negotiations are one half of the work programme — the other half deals with problems that developing countries face in the implementation of the present agreements.   Jargon buster Country groupings Special and differential treatment The story so far 1997–2000: Talks start in agriculture. even though they are not part of the Doha Round and its “single undertaking”.

The problem with that it could encourage other potential partners to be more cautious about business deals with Facebook. Facebook and Twitter have cooperated successfully in the past to offer people great social experiences and we look forward to doing so in the future” . Twitter has failed to work out business partnership with Facebook over how the company can use the user data of the company. Facebook has come into a negotiation with Twitter. Twitter’s status has been pending last few months. Before June. and recently replied back to Facebook application from a broken message for the friends follow features. Twitter could launch a meaningful integration with Facebook soon as in the couple of months which could show that Facebook is more in the details of the agreement than the concept giving competitors access to its users. But Facebook is requiring that all its partnership terms be in place for all big partners. Twitter is releasing an upgrade version of Facebook application. and Twitter apparently didn’t have that when it launched the application.Facebook enters into a Negotiation with Twitter Recently the famous social networking site. it tries to work out the deal with Facebook. As Facebook is rapidly increased it signing up with media companies to use its plug-in. not only this site is also the advertisers use its performance ad system to advertise. It can be possible only when there is some sort of legal or some technical short-term reason for the shut-down or Facebook didn’t wanted to make it so easy for its users to go off and start building their social graph on Twitter. Facebook could also do to keep its friends connect and also their privacy and security issues. There were few way through this negotiation could go. Facebook’s official response “Facebook believes in connecting people with their interests and we’ve partnered with innovative developers around the world who share this vision. it can show the user all the Facebook friends of the user with the Twitter account. if the user had the application installed.

A. For e. Loyalty and obedience to hierarchy are the two . and comparing its style of negotiation with an extreme individualistic one i. impersonal and excitable whereas the westerns may see Chinese negotiators as inefficient. Indirect and even dishonest. Deeply rooted cultural differences have created incompatible contrasts between the individualistic societies and the collectivistic society’s style of negotiation and thus have made it a mandate to understand and study the extensive cultural needs so as to make a successful deal.e. their relationships or their work.S. considering the most extreme individualistic society i. These threads are: Agrarianism In contrast to the developed world two-thirds of Chinese population lives in rural society that has agriculture as their main mean of livelihood. non individualistic ideas where survival depends upon group cooperation and harmony. The Four cultural threads There are four cultural threads that bound the Chinese people and affect every part of their life whether it is their studies. China we can see the difference in perception of Chinese business people who consider Americans aggressive. U.g. The traditional Chinese agriculture is peasant farming which is characterised by communal.THE CHINESE NEGOTIATION Negotiations in China are important social events used to foster relationships. They usually open proceedings with a discussion of general principles of mutual interests. The Chinese generally negotiate in an unhurried manner.e. They do not like the western eagerness to sign a contract and this typically means that you will be dealing with people who place values and principles above money and expediency.

So the Chinese rural population that has its roots embedded in the rural society retains its agrarian values and thus their means of negotiation are similar to their values wherein respect and obedience towards hierarchy.  Morality The second thread of morality is as important as the first one because the teaching of Confucius that made the base of Chinese culture stated the conditions of a prosperous and politically stable society as “a society abiding a benevolent moral code”. civil wars and the ebb and flow of empires causing a cynicism about the rule of law and the rules in general thereby causing obstruction by creating an opinion against the negotiation with Western people and the process involved. This again includes compliance with the hierarchy as per stated in the extreme example of 1865 where a Chinese housewife has beaten her mother-in-law and in punishment for that she and her husband were skinned alive and their flesh was displayed at the gates of the cities.binding factors of the labour groups. compliance with the ultimate decision making elders and working with the community not individually are the prime focus points. .  A pictographic language As a result of the pictorial language that the Chinese have they are more into the interpretation of pictures rather than sequences of letters as in rest of the languages (mostly) thus making the Chinese thinking a more holistic processing of information.  Wariness of foreigners The country has a long history of attacks from all around the world making it a victim of squabbling. Proven by Michael Harris is a fact that the Chinese children are better seeing the big picture while the American children have an easier time focussing on the details.

. So if you have any friendly terms with any Chinese businessmen you can always count on him for favours that you would be wanting and along with it comes the binding necessity of returning that favour sooner or later.  Shehui (Social Status) As stated earlier obedience and reverence to hierarchy is a principle that cannot be overlooked in Chinese culture so its complimentary characteristic that arises is the disregard of the lower level representative to a high level negotiation deal. The intermediaries are the one who first raise issues for discussion and help in settling differences. This intermediary should be trusted personnel of the other party so that he can help the stranger to develop his connection with the Chinese party thus creating a personal link to the target organisation through his experience of trusted relationship with them. They know how to value relations and they consider them their priority.The negotiation elements  Guanxi Chinese are the people who know to prize relationships among friends. If you don’t know how to value relations and return favours then you are not moralistic enough to be treasured. Any meeting with a stranger requires an intermediary. relatives and close associates.  Zhongjian ren (The Intermediary) The utmost need of intermediary through meetings is emphasised in the Chinese culture.

These were the elements of the negotiation in Chinese Negotiation. the deal can easily fall apart. But if Americans ignore them at any time during the negotiation process. Most American businesspeople we have worked with often find those elements mysterious and confusing. The respect of promise and the discontent that the person receives on the display of an act of anger or aggression are the basic topics under this pointer. The cultural influences outlined above have given rise to a clearly defined set of elements that underpins the Chinese negotiation style. Initially belonging o rural backgrounds and still having their roots attached with the rural community they know the value for money and are usually thrifty in making deals.  Mianzi (Face or Social Capital) This refers to the value of face discussed in earlier article of cross border negotiation which explained that any detail regarding the expected changes to be made should be retaliated personally rather than on a public note.  Jhejian (Thrift) Chinese bargains a lot over price. If a person attempts to establish a deep relationship without this process he/she is consider rude and inappropriate. . They tactfully complete the deal with the great amount of patience that they have. Renji hexie (Interpersonal Harmony) Months of home visits and long duration contacts lead to the development of friendship and positive feeling thereby cementing the relationship of equal status persons.

The company enjoyed the brand name and the market presence. Philips India Ltd. The company faced some problems such as the Department of Electronic issued a letter that no multinational company operating in India which is in production of T. DISTRIBUTUION SET UP OF THE COMPANY: Initially the company had 3 way distribution channel system: Manufacturer Distributer (Wholesaler) – Dealer (Retailer or Sub-dealer) – End Consumer. in the year of 1980’s. Philips extended strongly in television in both Black and White and Coloured set. The company had also set up regional office with their regional head-quarters at Delhi (Northern region). . Was set up in the year of 1935 in Kolkata. the sets which were made had were of standards and specification of the Philips.V. sets can use the brand name. medical and professional equipments. Gradually the product range increased to the electric components. The company initially started with the production and distribution of Electric Lamps and Radio Receivers. was an Indian subsidiary of NV Philips Gloelampenfabrieken.Dilemma of Sales Manager Philips India Limited Philips India Ltd. turnover of Rs 320 cr. company had an approx. Rs 400 cr. scientific. Later the Head office of the company shifted to Mumbai. By this time in 1991 the company had an approx. Mumbai (Western Region) and Chennai (Southern Region) and had warehouses all over India. In this company came out with an alternative that the name of the sets can be changed to “Philivision” and can be sold in India after it has been produced by the local vendor. The Distributer provided the after sale services to the Sub-Dealer after they had sold the product to them. Kolkata (Eastern Region).

And slowly they became the competition of the Philips. L. The companies such as Panasonic. Dyanora. Year 1991 and After: By the year 1991 the removal of the restriction allowed more brand to enter India and to set up. company removed the distributor from the channel therefore making it a 2 way distribution channel. Seeing this management decide to re-structure the methods. They initially removed one of the channels from the distribution. Nelco. The company was able to understand these distributors. By this most of the dealers in India gave up except the state of Kerala where the only two distributors dominant namely M/s Quilon Radio Service which dominant the south of the Kerala and M/s Ernakulam Radio Company which dominant the north of Kerala. These were the company which were giving a hard time to the Philips. Sony.  Television made by Indian Company: Indian Companies such as Onida. Samsung. National etc. Murphy. Most of the regional offices had six to eight distributors in each state.G. were brought. and other came. most of the distributors could not fulfil the terms of the company so they gave up and rest of the distributors who were left were given an option of direct dealer. Crown.  Grey Market: The products were brought in India from the unauthorised sector to save the custom duty at that time. Imported products such as Sony . .COMPETITION FACED BY THE COMPANY: The Company faced competition from different parts:  Indian Company: The Company faced competition from Indian Companies such as BPL. Bush from the organized sector and also from small scale sector. Nelco.

Abhijit Sen the head of Philips India now had to move forth an intelligent negotiation wherein he should be able to yield a win-win situation for both QRS and the Philips headquarters which is the only profitable way out. Arunachalam  Headquarters: Kollam  Sub Dealers were dependent of the QRS  Marked up Distribution margin there by eating up the sub-dealer’s share  Sub-dealers were unhappy and thus addressed letter of complain to the Philips headquarters. . M/s Ernakulam Radio Company (ERC):  Head: Mr.M/s Quilon Radio Service: Kollam (QRS) – Wholesalers from South of Kerala:  Head: Mr.  Reaction of QRS: It did not agreed to submit any of its dealer Mr. Menon  Headquarter: Ernakulam  Amiable relation with the sub-dealers leading to the good growth Decreasing sales trend of southern India The southern market which contributed the maximum to the revenue had now decreased calling for the conversion of three-tier system to two-tier system.  Reaction of ERC: They had submitted the dealers to the company and they provide assistance to logistics and after service at subsidised rate.

which is the largest producer of low-carbon electricity in the UK. Financial Times. which is expected to be anywhere between €150 million (£130 million) and €200 million. EDF owns a 25 per cent stake in Edipower and so any deal would see this rise to 45 per cent. Alpiq has given EDF until January 15th 2012 to finalise the details of any acquisition. Under the terms of the arrangement. Negotiations are now at a crucial stage for EDF .EDF looking to complete business negotiations with Alpiq Alpiq has given EDF exclusivity in negotiations until January 15th 2012. October 25th . Numerous negotiation strategies could be used by both parties as they seek to get the best deal for their respective groups. At present. A preliminary agreement has been settled on and now talks will take place to try and secure a final price. Posted by David Gleck Source: Reuters. after which it will listen to other interested parties. 26 October 2011 Business negotiations are continuing on a deal that will see energy company EDF take over Alpiq's 20 per cent stake in Edipower. Dow Jones.

an establishment that has history stretching back to the 1670s . Under the terms of the agreement. 20 October 2011 Scotiabank has completed international business negotiations on a deal that will see it take a controlling stake in Banco Colpatria. the former will get a 51 per cent stake in the latter for $500 million (£317 million) and 10 million common shares in its firm.Scotiabank seals partial acquisition of Banco Colpatria Scotiabank will take a 51 per cent share in Banco Colpatria. Posted by David Gleck Source: Scotiabank press release. President of Mercantil Colpatria Eduardo Pacheco noted the transaction will allow his organisation to take advantage of Scotiabank's expertise in the field of risk and capital management.which is Canada's most international financial institution .will be able to increase its presence in Colombia. Rick Waugh. It means Scotiabank .noted he is happy to be partnering with a "well-established and well-regarded Colombian conglomerate". president and chief executive officer of Scotiabank . He added the relative strengths of the two companies will be able to come together to create growth. October 20th .

It comes after PricewaterhouseCooper predicted up to 600. the Press Association reports. general secretary of the University and College Union. At the heart of the problem is the government's decision to increase their pension provisions by 3. A day of action is to be arranged for November 30th and there could be millions present.000 public sector jobs could go in the next four years. 24 October 2011 Public sector workers are set to be balloted about whether or not they want to pursue strike action. told the news provider. Among the bodies who are asking their members about the situation are the Trades Union Congress.Union bargaining to prevent public sector strikes? Individuals are to be balloted about whether to take strike action. FDA and the University and College Union.2 per cent and so union bargaining may be required to prevent protests. . said: "Much nonsense has been spun about gold-plated pensions and the scheme's affordability." She added there is still no "proper valuation" of the scheme and so increases should not be made. Sally Hunt.

25 October 2011 Russia is continuing to negotiate with the EU Commission as it looks to agree a way forward for energy cooperation. Russian energy minister Sergei Shmatko . negotiation skill may be required by both parties in order to reach a compromise. Sales negotiations over reaching an agreement are at a crucial stage.Energy negotiations between EU and Russia 'at critical stage' Russia and the EU Commission are struggling to come to an agreement over energy. . with Mr Shmatko saying his nation is "calm" about the fact talks have yet to yield a solution. With talks seemingly reaching a deadlock. Mr Shmatko stated providers are on the lookout for new business partners in the east as they try to improve the current transport infrastructure. He continued by saying that Europe is a "particularly important market" and he is still hopeful a solution that is "mutually beneficial" can be found.who has been in office since 2008 noted the country has chosen to "work towards a diversification of our activities". Murmansk and Shtokman News reports.

stated: "This acquisition makes sense for Sony and Ericsson and it will make the difference for consumers.000 people worldwide . 27 October 2011 The completion of business negotiations will see Sony buy out Ericsson's share in their Sony Ericsson venture. the organisation will now become a wholly-owned subsidiary of Sony." He added customers will now be able to get smartphones. The Sony Ericsson development has been running for the past ten years and has been very successful during this time.which employs 170. As a result of the deal. chairman of the organisation. but both parties believe that it makes sense to move forward. Sir Howard Stringer.Sony Ericsson becomes wholly-owned subsidiary of Sony Key negotiations have been completed and have opened up the way for Sony to take complete control of Sony Ericsson. tablets and televisions that can connect with each other "seamlessly". laptops. .is trying to expand its smartphone offerings as it looks to develop a range of network-connected customer electronics devices. The thinking behind the arrangement is that Sony . while Ericsson will receive over €1 billion (£869 million).

The terms and conditions of the sales negotiations have not been disclosed. 04 November 2011 DragonWave has unveiled plans to acquire Nokia Siemens Networks' microwave transport business. . as the two parties look to agree a deal that is suitable for both of them. PPR acquires Brioni after completing business negotiations A deal has been agreed that will see PPR take over Brioni. stated: "I am delighted that it is joining our magnificent portfolio of luxury brands. but PPR is set to acquire a 100 per cent stake in the former.whose revenue was €14. We have great ambitions for this fashion house. PPR .which is the top-rated men's fashion brand in the US . 08 November 2011 International business negotiations have been completed on a deal that will see retail group PPR take over Brioni.is hoping to complete the deal by the end of 2011. Francois-Henri Pinault.5 billion) in 2010 .DragonWave completes business negotiations for Nokia group A deal has been agreed for DragonWave to take over Nokia Siemens Network. As well as taking ownership of the firm.will be able "write a new page" in its history." He added that with the proper use of expertise Brioni .which is a leading provider of high-capacity packet microwave solutions .6 billion (£12. Significant sales negotiations may be underway. chairman and chief executive officer of the organisation. DragonWave . The deal increases PPR's interest in the luxury brand market both financially and geographically as it looks to establish itself as one of the major players.will become the preferred strategic supplier to Nokia Siemens Networks.

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