Negotiation and problem solving

Description

Students are advised to make their work clear and well presented, marks may be reduced for poor presentation.

Avoid plagiarism, the work should be in your own words, copying from students or other resources without proper referencing will result in ZERO marks. No exceptions.

• Use APA reference style.

• at least 1000 words

• All answered must be typed using Times New Roman (size 12, double-spaced) font. No pictures containing text will be accepted and will be considered plagiarism).

Case 1
You are a senior executive at a large international corporation, “GlobalTech”, which specializes in
technology and software development. Your company has been eyeing an acquisition of a smaller,
but highly innovative tech startup, “Innovative Solutions”. The startup has a promising portfolio of
artificial intelligence and machine learning products, but is struggling financially and could benefit
from the right acquisition deal.
As the lead negotiator, you will meet with the CEO and COO of “Innovative Solutions” in a formal
negotiation meeting. Your objective is to acquire the company at the best possible price and ensure
that the terms of the deal align with your company’s strategic interests.

Key Points for Discussions :
1. Effective Preparation:
2. Three General Areas of Preparation:
3. BATNA Research:
4. The Power of BATNA:
5. Psychology of Fairness:

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