Reference no: EM132305991

Assignment

Situation 1:

Imagine you are Erika Graeper. What would be your initial approach to the negotiation with AlvenFeng?

Please read the alternative approaches listed below. Although none of the alternatives may be exactly what you would do, circle the letter (A, B, etc.) of the approach that you would be most likely to take if these were your only options. Next, select the one you would be least likely totake.

After you select both, support and justify both your answers separately with notes from class, theory of negotiation, communication and conflict management. Minimum requirement for each answer is 750 words.

1. Fax Feng requesting a meeting with him in Taipei next week. Outline your understanding that Global Service Company has built a considerable business using the Luna name without DGG?s permission. Raise the issue of back payments for past misuse of the name, and a possible license or sale for futureuse.

2. Write Feng that his company must cease its unauthorized use of the Luna name, and that DGG is prepared to file lawsuits if necessary. Unless your company asserts its rights, Feng has no reason tonegotiate.

3. Contact other companies in Southeast Asia that might be potential buyers of the Luna name, in order to determine their possible interest. Also, write Feng and tell him DGG is planning on selling the rights to the Luna name. Request that he come to Frankfurt in the near future to discuss the settlement of thismatter.

4. Fax Feng, introduce yourself, and tell him that you will be in Taipei next week. Ask if there is any convenient time to discuss your recent discovery that the Luna pen is selling well in the Far East, under his company?s marketing strategy. Let him know that DGG is interested in some form of partnership with GlobalServices.

Situation 2:

This background material brings Erika Graeper to the point where she had to make some key decisions. Going forward, this case asks you to step into her shoes and deal with the issues as they develop.

Outline a Negotiation Strategy. In other words;

1. What Conflict Resolution Method would you prefer to use, andWHY?

2. Which Conflict Management Style should be adopted by Erika, andWHY?

3. What further information might you need before contacting Feng, and how might you realistically obtainit?

Attachment:- Assignment.rar