Negotiation skills presentation.
Download as PPTX, PDF
0 likes850 views
Sony and Ericsson formed a joint venture to combine Sony's market knowledge and management team with Ericsson's mobile technology and handset experience. However, cultural and resource integration challenges had to be overcome, including different in-house languages and time pressures. Problem solving approaches were used to find an optimal solution and create a successful partnership through open discussion of problems and compromise.
Negotiation skills presentation.
- 3. Sony -no handset industry experience -Great management team -market knowledge Ericsson -fire of Philips -weak management -handset technology technical Joint venture make success But -Ericsson bear cost -Cultural -in-house language -time consuming -resource distribution 1st October 2011
- 5. Contending - highly concern about own outcomes & little concern about others outcomes - totally win in all cost & ignore relationship with others. Yielding - highly concern about others outcomes & little concern about own outcome. - Win a relationship with others.
- 6. Inaction - little concern about others outcomes & own outcomes. - withdraw from a negotiation. Compromising - moderate concern about others outcomes & own outcomes. - In time pressure, need to have a solution as soon as possible. - Give and take, mutual acceptance solution.
- 7. Problem Solving - highly concern about others outcomes & own outcomes. - collaborate with others to find a best solution ( integrative solution). - Sony & Ericson using this approach. - Both parties spend time & effort by figuring their problems and conflicts. - Find the best solution, lead to win-win situation. - compromise and contribute to the corporation and form the joint venture.
- 8. - yes. 1) Sony refused to contribute any cash--> 50/50 joint venture. 2) mutual agreement made, Ericsson still requested money--> EMP excluded 3) corporate cultures of Sony and Ericsson.
- 9. - making concessions is a change in positions in order to move the negotiation forward. 1) each party presents its own position. 2) analyze and evaluate each other's position 3) adjusting own positions 4) repeat the steps above until there is an agreement between 2 parties
- 10. improve its technology concentration from hardware to software to catch up the trends. negotiate for a better solution, to solve the dropping sales trends in the market shares nowadays. grab the opportunities to replace the market leader in the industry.
- 11. giving their fully trust and confidence between both parties. to create positive emotional responses Important in building image on what others think of us, and their judgment