Professional Documents
Culture Documents
Case Incident 5
Organizational behavior
Presented to: Dr. Hesham Sadek
Prepared by: Mohamed Safwat Elhabiby ESLSCA, MIBA 35D November 2011
ESLSCA
List of Alternative course of action If Bristol-Myers were to reach good negotiations and reach their goal from the negotiation they should have taken the following steps; 1) Fact Finding: This is actually the most important step in negotiations; experienced negotiators have a difficult time describing how they prepare for negotiations, because they do right things automatically after learning by trial and error. Using fact finding Dolan could have easily observed that the Federal Trade Commission (FTC) wouldnt accept this and wouldnt have let this clause in the contract. 2) Dont trust the other party You dont have to build the relationship with the negotiations other party on trust because its normal that everyone is searching for his own benefits, thus if Dolan would have taken the attorneys with him he could have been able to prevent this legal fault in the contract. Evaluate Alternatives Regarding the list of alternatives, the first alternative is a mandatory and very efficient means of winning a negotiation and should be used all the time. Regarding the second alternative, its highly recommended that we take into account the nature of the negotiation before deciding either to trust or not the other party; in other ways, if the negotiation was to attain a good relationship with the other party through a win-win situation so it should be built on trust, however if the negotiation was
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to attain a win-lose or a lose-lose situation where the relationship with the other party is not important (distributive bargaining) you should not put all your trust in the other party and take care in every step you are taking. Conclusion and Recommendation Negotiation strategies need to be developed by considering a whole host of factors that might have a powerful impact on our success. It is also wise to remember that our strategy has to be flexible and will need to be adjusted as the game plays itself out. We cannot know everything before we go into our first meeting, so we need to prepare to adjust our strategy and tactics, as the situations warps and changes shape. Flexibility is vital, but good preparation is essential. During the discussed negotiation some major faults were done leading to the failure of the negotiator because of not reaching his goals, this led to a severe loss for the company. We have to take care in all negotiations to do all our best to collect as much facts as possible before undergoing a negotiation and never put our trust in the other party.