Reference no: EM132798989

Nik and Andy are colleagues working at a multinational automotive company in Malaysia. Both is a Regional Manager for Kuala Lumpur and Sabah. An advertisement has been placed on the company's and major recruitment's website to employ a new Country Manager located in Seoul, South Korea. Both want to negotiate with General Manager, Mr Ravi, that they would excel and get promotes as "Country Manager", from their current position as regional manager. This position will provide either one of them with many opportunities and benefits such as higher salary with more responsibilities and utilizing more of their technical and leadership skills.

Besides, both have been working for the company for more than 5 years as a full-time employee and have made an enormous contribution to the organization. From their experience, they have also determined that Mr Ravi is "conscientiousness" personality type as per the "Big Five" personality type.

Nik is married but has no children. His wife is working as a medical practitioner in a government hospital in Kuala Lumpur. Nik is keen to try for the position as he knows that it will be a golden opportunity for him. However, he has not yet to discuss with his wife as they don't get a chance to sit together due to his wife busy working schedule. With thought that his wife will be fine with his decision to try for the position, Nik decided to proceed to apply and will let her know afterwards.

Andy is an extraversion personality which he likes being sociable, assertive, and talkative. He found himself is among the suitable candidate to apply for the country manager position. However, he has trouble to suit himself with Korean food. He once was food poisoning when eating the local food from a Malaysian Korean Food Chain in Kota Kinabalu. Without hesitation, Andy thinks that he could counter that problem because he could find other types of cuisine in Seoul easily. He also thinks that it was a small issue that could hamper his work performance if he gets the country manager position.

Assume you are in Nik, Andy and Mr Ravi place, suggest the best answer for the following questions (refer at the end of the scenarios).

Question

1. What would be each party's negotiation process?

2. What will be each party's BATNA?

3. What are the essential techniques and strategies in the context of negotiation? Explain in detail.

4. What would be the objections for each party involved in the scenarios? (Explain minimum five objections).

5. What strategies would you utilize to overcome the objections knowing his personality type? Give examples.

6. Why is it important to negotiate with a sense of benefits for your negotiating partner?

7. What strategies will you use to achieve effectiveness, efficiency, and negotiating climate? What negotiation strategies and tools would you use to avoid failure? Explain in detail.