Chat with us, powered by LiveChat Formalities: List which players had BATNAs and explain how determining this was in the negotiation. What does this case study teach us about entrapment? What advice would you give to someone who needs to negotiate with the Chinese? “Before tendering bega | excelpaper.org/
+1(978)310-4246 credencewriters@gmail.com
  

 

Formalities:

List which players had BATNAs and explain how determining this was in the negotiation.
What does this case study teach us about entrapment?
What advice would you give to someone who needs to negotiate with the Chinese?
“Before tendering began, we were working with the client to develop the brief while the other companies were sitting around” Evaluate the way Benjamin did his due diligence.

“We (the competing bidders) met every afternoon in the hotel bar and compared notes” Evaluate the ethics of this approach and in general of the case.
List at least three key lessons you have learned from this case

“Benjamin understood the concept of ‘face’. Use the case to prove or disprove this assertion.

“Many Chinese see it as their patriotic duty to shoot down foreigners, so you can be like a clay pigeon at target practice.” Use the case to describe what this means

BCO313 NEGOTIATION FINAL ASSESSMENT Task brief & rubrics

Task

ï‚· Individual written Assignment
ï‚· Material:

o Case titled “HOW GIVING FACE CAN BREW SUCCESS” (Rob March) page 2
ï‚· Answer ALL the following questions:

1. List which players had BATNAs and explain how determining this was in the negotiation.
2. What does this case study teach us about entrapment?
3. What advice would you give to someone who needs to negotiate with the Chinese?
4. “Before tendering began, we were working with the client to develop the brief while the other companies were sitting around” Evaluate the way

Benjamin did his due diligence.
5. “We (the competing bidders) met every afternoon in the hotel bar and compared notes” Evaluate the ethics of this approach and in general of

the case.
6. List at least three key lessons you have learned from this case
7. “Benjamin understood the concept of ‘face’. Use the case to prove or disprove this assertion.
8. “Many Chinese see it as their patriotic duty to shoot down foreigners, so you can be like a clay pigeon at target practice.” Use the case to

describe what this means

Formalities:

ï‚· Wordcount: 2500-3000 words
ï‚· Cover, Table of Contents, References and Appendix are excluded from the total word count.
ï‚· Font: Arial 10 pts.
ï‚· Text alignment: Justified.
 The in-text References and the Bibliography have to be in Harvard’s citation style.
ï‚· Format: PDF file

Submission: Week 13 by the 17th January 2021, 23:59 CET – Via Moodle (Turnitin)

Weight: This task is 60% of your total grade for this subject.
It assesses the following learning outcomes:

ï‚· Outcome 2: Critically appreciate negotiation styles, strategies, and tactics
ï‚· Outcome 6: Apply the framework of ethics in negotiation
ï‚· Outcome 7: Critically understand the cultural differences in negotiation and understand the reason for and purpose of mediation

CASE STUDY: HOW GIVING FACE CAN BREW SUCCESS
Overview

Peter Benjamin, the owner of an Australian chemical engineering consultancy, has a warning for those wanting to do business in China: “Many Chinese see it as

their patriotic duty to shoot down foreigners, so you can be like a clay pigeon at target practice.” Despite this, Benjamin has been successful in China and is

responsible for the design of many of the country’s modern breweries. He was invited to submit a proposal for a huge Guangdong brewery by Dr. Pasteur Lai, the

son of a former Chinese minister of health and now an Australian citizen. Lai had many connections deep within the Chinese government, had done his homework

on Benjamin, and was able to report to the Chinese that Benjamin was the premier brewery designer and builder in Australia.

The Scene

Benjamin was initially cynica

error: Content is protected !!