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Ugli Oranges Case Study

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INT 660: INTERNTIONAL NEGOTIATIONS

SIMULATION ONE: UGLI ORANGES (PREPARATION)

1. What strategy do you plan to take to build a relationship with the other party? How will you work at understanding how you are the same and different and build commitment towards achieving a mutually beneficial set of outcome?

I would try to foster a good faith relationship with Dr. Ronald by using the interest based negotiation approach. We will use this strategy to satisfy each other interests. I will try to find out their motivations behind their interest in buying the same Ugli oranges. I will then inform him why am interested in the oranges, which is to have the juice and help heal and prevent Rudosen in pregnant women. By putting across the problem we are trying to solve, it might help Dr. Ronald to come to a consensus and when we start agreeing this will definitely strengthen our relationship.

2. What do you wish to know from the other party? I wish to know why the other company is interested in Ugli oranges .Whether we are both interested in the juice of the oranges or if their interest is different from ours. The much they are willing to offer to have the oranges and how fast.

How will you make yourself open to really listening to the other party’s interests? Active listening will help me understand the other party’s motivation and their concerns. Have materials to note the important points not to forget. I would also have to put aside the rivalry between the two pharmaceuticals and any other personal or emotions from past negotiations so as to concentrate on the issue at hand.

How will you best get the most useful information from the other party? To get most information I would show Dr. Ronald the number of women and children lives in danger and in need of the drug to survive i.e. present the problem to him in numbers.

3.…...

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