Negotiating with Firms

Question-1 Identify the background information

necessary to have negotiation.
Answer- The following background information is
necessary to have negotiation with a party. These key
factors will the negotiation process free and easy.
1. Prior experience with any other seller.
2. Information regarding what kind of infrastructure is
present with the buyer.
3. Kind of raw material that the buyer and the seller
need to use.
4. Level of technical standards the buyer has and also
the financial position of the buyer.

Question-2 What is the role of diversity and culture

here?
Answer- The case of Nigeria and India clearly indicate
that diversity and culture play a very significant role.
Nigerians had come from a very different environment
altogether and thus it was very difficult for them to
settle in a new place. These created various problems.
The different mind-sets of the individuals as they were
based from different countries had a great impact on
the views of the team members and their methods of
negotiations also differed in various ways. The diversity
in the cultures of the two countrys posed a huge
challenge, and this was clearly indicated in the delay in
decision making and other problems.

Question-3 The more a party prolonged a stage, the

more the other party perceived the atmosphere as
uncooperative. Explain this bold statement.
Answer-If two parties who have never made a contract
before, are trying to do business with each other, there
might be a lot of issues between the two. The more the
number of problems the more the compromising the
deal becomes. Both might differ on issues of staging a
contract and drafting a contract. The problems can be
defined as deadlocks and it makes both the parties
uncomfortable.

Question-4 In what way power and negotiation are

connected in this case?
Answer- The power and negotiation were extremely
connected to each other as the power had a great role
to play on the negotiation of the individuals and the
teams in collective. The sellers were at a higher
standing in the case of Nigeria and India as they were
the only sellers in the markets. Whereas on the other
side the buyers were struggling with acquiring various
machines. Hence it could be clearly deduced form the
case study That the Power of the groups had an impact
on the negotiations.

Group members:
Love Patel
Yash Shah
Arihant Agarwal
Anurag Bansal