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Recommended: The importance of a negotiation strategy

I would like to focus on the ethic aspect of my counterpart. Indeed, before the negotiation, I was thinking that the ethic point was going to be a very important one in this negotiation as I was supposed to negotiate with someone from the gouvernment, people representative. However, just after few seconds, he explained me his objectives and then said that he didn't care of electricity, he just needed help to win election. Then he asked me money to finance his boss' campaign.

This point was very far from my expectations as I was thinking that we were going to negotiate in an ethic way, in respect of ethical behaviors. By asking me this question, I experienced a great fear about my counterpart honesty and then don't really feel comfortable to negotiate with him as his objective was very different from mine. We finally reached an agreement but I may have leave this negotiation.

From my point of view, success in a negotiation occurs when both parties have benefits from the negotiation outcome. It means that on the one hand, the parties might find an agreement and then decide to work together in order to improve their situation. On the other hand, it also means that both parties may not find an agreeement and then choose their BATNA. Success is not not synonym of deal for me, but achieving the best choice regarding different options.

In this case I think I was successful because I reached to have a deal with profit higher than 5% (8% in this case). So I'll have more important bonus and also rewards from my boss as I'm above 5% profit. Moreover I reached to have 100% of US managers in concession of 100% of Tipalese workers. This is the second achievement in this case regarding my "best" objectives. As I outcomed my alternative soluti...

... middle of paper ...

...or have enough electricity capacity in case of huge population growth and/or economic boom, but he didn't mind. As a result I agreed on the smallest site.

This negotiation was actually similar to the Cartoon one as we both have different cultural backgrounds. Then it influences our way of negotiating. Whereas bribery is a "no-way" in my US company, it doesn't mind for Tipal government representatives.

However this negotiation was totally different from the other ones as our goals were completely different. My counterpart was looking for fund for his boss' campaign whereas I was looking for a buyer for my dam projects. In such a case it's difficult to negotiate as we are not looking for the same things. Thus, we need to communicate effectively to understand the other part will and then be creative in order to offer the best solution regarding both parties interests.

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