Negotiation Management Case Study

Introduction. “For” and “Against” analysis. Agenda for negotiation. Business situation of negotiating partner. Negotiation strategy. Minimum and maximum goals for negotiation. Possible forecast of the negotiating partner’s actions. Summary.

Subject of case study. Negotiations with partners from UAE.Relevance of the Topic. All negotiations must be planned to secure the best final offer. People from around the world have different cultures and etiquette. It is important to analyse your partner from another country's culture and business etiquette before negotiating, because that will let you get the best offer.Problem of the case study. How to properly prepare for negotiations and cooperation with a large hotel management company? How to properly assess UAE partners and set terms that satisfy both parties?

Aim of the case study. To analyse and make a plan for negotiation with partners from UAE.

The object of the case study. Negotiation with partners from UAE who own “Kempinski” hotel chain.Tasks of the case study.

4. Setting up a negotiation strategy and set a minimum and maximum goals

By making and fully completing this transaction "D line" will earn a good reputation. Reputation is one of the most important things when doing business. Having a good reputation gives you an advantage over other companies that make similar or the same products as you. So, this means that with a good reputation, you have a better chance of doing more and even better deals in the future. There are also disadvantages. To complete this transaction "D line" will need more manpower and capital or will have to postpone other pending orders that the company has unless a longer production time is negotiated.