INTERNATIONAL

CONTRACT
NEGOCIATION
David
DERHY

ISRAE
L

FRAN
CE

Thomas
VISAN

Charles
DAY

MEETING :
December, 1st 2014,
4:00 pm, Paris

Volumic 3D
(France)
vs.

Re/max Isral
Real Estate
(Isral)
Mediator: CMAP Paris

TABLE OF
CONTENT
I- Presentation
II- Culture in
Negotiation
III- Strategy of
Negotiation
IV- Negotiation
Techniques
Sources

I- Presentation
A- French Company
B- Israeli Company
C- C.M.A.P
D- Video of the Meeting
E- Investigations

A- French
Company
Company: VOLUMIC 3D - Founded in
1986
Headquarters: Nice, FRANCE
Workshops: Nice, FRANCE
Industry: Graphic and Print
Products: 3D Printers
Story: Volumic was doing
3Dimensions Virtual Conceptions for
architecture and communication.
They recently created their first 3D
Printer especially designed for
performance.

New Objective :
Export the French 3D
Printer in the World

A- French
Company
THOMAS
VISAN
Chief Executive
Officer

B- Israeli Company
Company: Re/Max Israel - Founded
in 1995
Headquarters: Shoham, ISRAEL
Industry: Real Estate
Number of Real Estate Agencies
in Israel :
250 Agencies
Number of Real Estate Agencies
in the world: 7000 Agencies
Ranking: N1 Real Estate Network
in Israel

Objective: Be the
first to
propose innovative
offers to its

B- Israeli Company

DAVID DERHY
Shareholder
and Purchasing
Director

C- C.M.A.P.
Centre for Mediation and
Arbitration of Paris (CMAP)
Founded in 1995 by the Paris
Chamber of Commerce and Industry
as a non-profit organization under
the Law of 1901.
Leading French, one of the
leading European center for the
management and resolution of
commercial disputes.
Offers : Mediation and Arbitration,
Technical expert advice and Rapid
decision services.

Objectives :
- Resolve disputes at a
reasonable cost.
- Manage conflicts and
determine the best way
to resolve them quickly
and permanently.

C- C.M.A.P.
Business Mediator Charles
DAY
Neutral mediator engaged
between two business parties that
have required the services of the
other and are deadlocked in an
acrimonious debate.
To avoid this, the business
mediator will seek the necessary
information from both individual
parties and attempt to come to a
resolved agreement on both
parties' behalf.

D- Video of the
Meeting

E- Investigations

References in Specialized
Magazines
Research on social networks
Profesionnal and Personnal
Connections
Education (High School, University)
Experience
Domain of Expertise
Personality

E- Investigations

Example Maslow
Pyramid :
ISRAELIS
PERSONNALITY

E- Investigations
Personality Results: MyersBriggs
Indicator
David
Thomas
NAMES
DERHY
VISAN
Extravert
Extravert
Sensing
Intuitive
MBTI
Feeling
Thinking
RESULTS
Percieving
Judging

Type
Charles
DAY
Extravert
Intuitive
Thinking
Judging

E- Investigations
Personality Results: MyersBriggs Type
Indicator
David DERHY
Thomas
Charles DAY
VISAN
ESFPs Caracteritics

ENTJs Carateristics

- Outgoing, friendly, accepting.

- Exuberant lovers of life, people,
and material comforts.
- Enjoy working with others to
make things happen.
- Bring common sense and a
realistic approach to their work,
and make work fun.
- Flexible and spontaneous, adapt
readily to new people and
environments.
- Learn best by trying a new skill
with other people.

- Frank, decisive, assume

leadership readily.
- Quickly see illogical and
inefficient procedures and
policies.
- Develop and implement
comprehensive systems to solve
organizational problems.
- Enjoy long-term planning and
goal setting.
- Well informed, well read, enjoy
expanding their knowledge and
passing it on to others.
- Forceful in presenting their

II- Culture in Negotiation

A- Risks to Care About
B- Main Cultural Differences
C- Video Cultural Analysis

s Cultural Risk
igious parctices
tural differences
ody Language

Commercial Risk
A- Risks to Care
About

B- Main Cultural
Differences
French Culture:
French Corporate Culture:
France: Dining and
entertainment:

Israeli Culture:
Israeli Corporate Culture:
Israeli: Dining and
entertainment:

C- Video Cultural
Analysis
Common points

Differences France/Israel

III- Strategy of
Negotiation
A- Products
Presentation
B- Negotiations
Preparation
C- Tree of Negotiation
D- Points to Negotiate

A- Product
Presentation
3 Dimensions Printer :
Machin that prints 3 Dimensions
objects such as architectural
structures.
Features :
For profesional use, Fast printing,
New printing technology, Made in
France.
Cartridges :
Multiple choice of color cartridges

B- Negotiations
Preparation
Best alternative to negotiation (BATNA):
Example
Israeli ExW minimum Price : 2500 / Unit at
beginning for 250-320 units (Maximum ?)
French ExW minimum Price : 3000 / Unit at
beginning for 300 units (Minimum ?)
Agreement : 2850 / Units

B- Negotiations
Preparation

Zone of possible agreement (ZOPA) : the range

or area in which an agreement is satisfactory to both
parties involved in the negotiation process.
Example:
Isreali wanted between 250-300 3D printers (250 for
Israel and 70 more maybe for other agencies).
French needed to sell 300 3D printers to be
profitable and to fill a 20 feet container.
Agreement : 300 3D Printers

B- Negotiations
Preparation
INFORMATIONS
ISRAELI COMPANY FRENCH COMPANY
Turnover
Notoriety
Project
Export
objectives
experience
Companys
Production
needs
Capacity
Budget allowed Margin applied
to the project
Delivery
conditions

C- Tree of
Negotiation

D- Points to
Negotiate

Product : Model, ExW Price, Quantity

Supply chain : Incoterm, ETD/ETA, Penalties
Quality Control : Importers/Exporters Costs,
Penalties
Warranty / Cartridge / Staff Training
Payment : Payment Terms, Payment Method,
Currency, Penalties

IV- Negotiation
Techniques
a- Examples of Techniques
b- Techniques used in the
video
c- Analysis

A- Examples of
Techniques
Door in the Face : Outrageous demand to reach an
acceptable point
Foot in the Door : Make to the other party accept a
small point to make it accept a more important
Reach a Win-Win Situation
Split the difference: agree on a price that is
halfway between what you want and what the other
person wants. (50/50)

A- Examples of
Techniques

Being Cutsomer Oriented

Dealing with Objections

Discussion which is not Price Focuse

Make Concessions and Discounts

Pressure : Time available or Deadlin

Threat

B- Techniques Used in
the Video

Being Cutsomer
Oriented

FRAN
CE

Dealing with Objections

Set-aside: resolve many
of the little issues first to
establish before leading up
to the big issues.
Ex : Quantities Transport
Quality Warranty
PRICE
Make Concessions and
Discounts

B- Techniques Used in
the Video
Door in the Face :
Outrageous demand to
reach an acceptable point
Ex : Price of 2500 / unit

ISRA
EL

Reach a Win-Win
Situation
Deadline pressure
Ex : Needs the product for
the high season
Threat
Ex : On the quality of the
product

B- Techniques Used in
the Video
Pressure : on time
available for example

MEDIAT
OR

Create available options

Reformulation to validate
each point negociated
Reach a Compromise
offering something else
Ex : Warranty + Staff
Training + Discount on
Cartridges

C- Analysis
GOOD POINTS

BAD POINTS

Each Parts were

prepared for the
Negociation
Ex: French and Israeli
talked on the phone and
Mediator was wellinformed of the
situation.

Intercultural problems
Ex: French and Mediator
didnt really adapt to
the Israeli

Deal concluded

Mediator was to much

in a hurry

CONCLUSION
The negotiation presented or others
always contains common interests
and conflictual subjects.
We need to cooperate, compromise,
accept and refuse demands, but
Main Objective : Focus on creating
value from the negotiation before to
share the benefits.
Negotiation Cake

Thank you for your attention

SOURCES
Bureau Veritas :
http://www.bureauveritas.fr/wps/wcm/connect/bv_fr/local
http://www.bureauveritas.fr/wps/wcm/connect/bv_fr/local/home/searchResults?keyWor
d=israel&submit=+&
selectedSource=1017

COFACE :
http://www.coface.com/fr/Etudes-economiques-et-risque-pays/Israel
http://www.coface.fr/france.html

Centre de Mdiation et dArbitrage de Paris :

http://www.cmap.fr/WHO-WE-ARE/Introducing-CMAP-114-en.html
http://www.cmap.fr/WHO-WE-ARE/Our-Mediators/Who-are-our-mediators-122-en.html

Geert-Hofstede :
http://geert-hofstede.com/
http://geert-hofstede.com/france.html
http://geert-hofstede.com/israel.html

SOURCES
Humanmetrics :
http://www.humanmetrics.com/cgi-win/jtypes2.asp
https://prezi.com/xnle1v-r23es/comparative-analysis-of-israel-culture-versus-american-c
ulture/

Manuport Marseille :
http://www.manuport-marseille.com/

Re/max :
http://www.remax.co.il/fr-fr/about/about.asp

Ubifrance :
http://www.ubifrance.fr/default.html

Volumic 3D :
https://www.imprimante-3d-volumic.com/fr/volumic-3d.cfm
https://www.imprimante-3d-volumic.com/fr/vente-imprimantes-3d-volumic-stream.cfm
https://www.imprimante-3d-volumic.com/fr/filaments-imprimante-3d.cfm
https://www.imprimante-3d-volumic.com/fr/pieces-detachees-imprimante-3d-volumic-st
ream.cfm