Negotiations, Final Paper – Jorge Calderón ‐ Global MBA 2008
Viking Investments: About seeking creative solutions and maintaining relations Since the complexity of this case requires that all techniques and concepts about negotiation learned are applied, it shows that sometimes in spite of being angry or confronted, it is important to look for jointly alternative solutions that allow us to keep going. It is a good example to demonstrate that we must focus in the problem, separating the persons from the problem. It also shows that if the dispute and confrontation level is not avoided, it will be practically impossible to proceed with the negotiation. It is also useful for the application of the rational benevolence (I will help you because I need you). Additionally, it shows that insofar as the scene is more complex (with no apparent solution), the closer we should get to the other party to explore alternatives. Finally, it shows that if we focus in the long term and in the possibility of maintaining the relations in the future, we can concentrate better to the search for creative solutions. That is how we could invent new alternatives. Accessing to Foreign Market: About Trust, Power and Teams It is a very interesting case, and in my opinion the best of all. It shows the power that can come from different sources. In this case, group A had the power of money, which made probable that its negotiation were of the competitive type (as it actually was). The power of B was to have two options, since it represented the best option to A and C, while the power of C, apart from having nothing to loose, was to have the last reunion with B, where everything could be defined. On other side, as result of having multiple reunions, the topic of confidence takes special relevance, as well as empathy, which is a previous step to confidence. The concepts of "listening with all the body", understanding the interests of both parties, the concept of "break point", the pressure of time and the definition of the strategy to follow are also reviewed. In this case, the definition of BAINA, the advantage of seeing things clearly, making the most of different points of view of a multidiscipline team give strength to the team, which has to behave with integrity of criterion along the negotiation, in order to comply the objective. We finally used the concept of "the final concession" to close the deal. To measure the performance we applied the concepts of: complete the task, keep and cultivate the relationship for future and learn something new. 2. PRACTICAL APPLICATION CASE: The First Order from Syria a. Context: I am founder partner and present General Manager of Agrovet Market Animal Health (AMAH, www.agrovetmarket.com), a company dedicated to produce and commercialize pharmaceutical veterinary products. In 2003, the company started its projection to international markets, working with exclusive distributors (one in each country), with whom the relationship was formalized through a contract. The main barrier for entrance to international markets is the sanitary registry of the products. For this reason the objective markets of AMAH are Latin America, Asia and Africa, where it is possible to register Peruvian products due to the similarity of requirements. This can take between 3 months to 4 years in the countries of these continents, due to the
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