Negotiation skills presentation.

Aug 31, 2013Download as PPTX, PDF0 likes853 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.

Sony
-Japanese
-Electric
products
Ericsson
-Sweden
-Mobile
technology

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

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.

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.

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.

 - 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.

 - 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

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.

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

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Negotiation skills presentation.

2. Sony -Japanese -Electric products Ericsson -Sweden -Mobile technology

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

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Negotiation skills presentation.

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