Negotiation
Background: I was negotiating with our third-party partner who is a small company and based in India how we can work together to integrate their products with ours to develop a demonstration for consumer electronics tradeshow (CES). Initially, we were in a distributive negotiation situation because they were trying to bargain with us to get our funding to do the integration and demo work but we felt our partner should absorb their own cost. To make this partnership work and produce the demo we like to have for the tradeshow, I turned our negotiation into more integrative discussion so we collaborate to develop a win-win business partnership. My integrative negotiation to accomplish the above is based on the following principles.
Focus on Purpose First—Identify common goals and specific areas where collaboration is useful. Build the infrastructure to support our goals after the purpose is clear.
Accentuate Differences to Clarify Interests—Use a thorough understanding of the......
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Approximate Word Count: 820
Approximate Pages: 4 (250 words per double-spaced page)
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