Reference no: EM132965528
Case: 2021 Roland Gumpert Nathalie, a new sport car
Your team is composed of the Owner of a motor-racing circuit called the Bugatti Circuit in Le Mans in France, the Director, the Finance Director and the Marketing Director.
Roland Gumpert wishes to rent your racing circuit for one day to showcase his new creation, 2021 Roland Gumpert Nathalie. You, The Bugatti Circuit, have been approached by the car manufacturer and have discussed with them on the phone and by emails over the last few months. The person you spoke with was not clear enough in explaining their project, and you hope that this meeting will clarify their needs. They are travelling to France to negotiate with you in few weeks. Your usual daily rate is 100,000 EUR for the exclusivity. They have mentioned that they would like the exclusive use on October 9, 2021, which is not a good date for you as Porsche has already rented the racing circuit for 4 days. Your aim is to try to convince them to instead accept a date in September 2021. Also, the rule is to rent the racing circuit for a minimum of three days. However, the car manufacturer's mentioned a limited budget and you will have to decide if you may grant an exception.
Preparing the cross-cultural negotiation (Team, strategy, scenarios of the process)
Instructions:
The report should include the answers to the ALL below questions.
To prepare for the coming negotiation, you must discuss with your team the following 8 questions and writing a report:
- What are the issues to be negotiated?
- What are the priorities among the issues in the bargaining mix?
- What are the underlying primary interests?
- What are the limits on each issue - walkaway points and BATNAs?
- What are my target points and opening requests on these issues?
- Who are the important constituencies to whom I am accountable?
- What do I know about the other negotiator's interests, negotiating style, and personal reputation?
- What overall strategy do I want to pursue?