Reference no: EM132747489

Case study

• 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 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.

Problem 1. What are the essential techniques and strategies in the context of negotiation? Explain in detail. State the type either integrative or distributive in detailed explanation. If using distributive relates with the 3 reason every negotiator need to understand distributive bargaining and is there any existence of the bargaining mix (starting, target, and resistance point)? Is there any hardball tactics used by the parties in each scenario? If using integrative negotiation, explain if there is sign of free flow information shared by the parties in each scenario, identify the key steps in the integrative negotiation process for each scenario.