MSc…International Business Negotiation………… Graduating Project
Topic Description: Business negotiation among SMEs and giant corporations http://www.szdhsjt.com/dxfgassignment/ are often witnessed, however negotiation between SMEs and its giant counterparty happens quite often. When negotiating with giant corporations, SMEs are in an unfavorable condition given the pressure and aggressiveness from their giant counterparty. Given this backdrop, as far as SMEs are concerned, negotiation skills and tactics featuring reasonable, correct will contribute to the final success.
Apart from that, there is no way for big companies to stay in a sound condition in whatever circumstance. On contrast, SMEs might have more favorable resources and advantage in some specific areas. This gives rise to the question how big giants could achieve win-win outcome when negotiating with SMEs, figuring out in a right standing and being low key to create a balancing atmosphere.
Research question/problem that will be developed:
A: How to avoid attack from your giant counterparty by reinforcing yourself when in an unbalanced negotiation condition?
B: How to weakening giant’s strength and enhance your influence and scale under an unfavorable situation to serve a balancing outcome?
C: How to turn the impossible or promising point to a great opportunity for attracting more cooperation?
D: What crucial elements you have to pay attention to when negotiating with big companies, by doing this, your strength can be maintained even no agreement has been reached.
E: How to repositioning and being low key to complete successfully for big companies when negotiation carries in their weak area?
Proposed Title of the graduating project: How to anticipate the expecting outcomes in transnational negotiation for SMEs and big companies; how to reach an agreement and get the desired results when in the unfavorable circumstances as far as the big companies are concerned?
Link to MSc: Negotiation is art, involving every aspect in our life. Individuals, enterprises, organizations as well as nations, are conducting negotiation in specific occasions, places, period. However, the strength gap can be witnessed for both parties in negotiation. Given this situation, is it weak party must surrender to the power for counter party? Or the weak party not encouraged negotiating to powerful counter party? Facing with powerful counter party and big strength gap, how to obtain its benefit finding their weakness, with furious attacking to giant, in different observes and means.
For individuals, SMEs, small organizations, and countries with weak economic foundation, a right negotiation skills and tactics could turn the unbalanced situation; gradually weakening your counter party to reinforcing yourself; ultimately, turning impossible and promising point to a great opportunity, achieving final goal and wsinning the situation with disadvantages.
Link to internship: City Vision group, consisting of CITYRAMA and Paris Vision, two big City sightseeing tourism companies which merged of several local touring agencies. We see disadvantages there for such a big tourism agency with solid foundation and large scale of business. In addition, these weaknesses cannot be made up by other resources. City Vision, ranking first in France touring industry in terms of reception of foreign visitors coming to France, while comparing with this, we saw absolute disadvantages lie in its reception of tourists coming from China caused by operation strategy in the past. But we should realize every local agency is eager to enjoy this market share since Chinese tourists boasting No.1 when comes to numbers of tourists visiting Europe each year. When negotiating with organization agencies in China as well as local agencies in France, City Vision is in the disadvantage place, these calls for more negotiation skills and tactics to gain more benefit for a long-term stable cooperation relationship with its counterparty
Key References (at least 3):
Peter D. Johnston, (2008), negotiating with Giants, published by Negotiation Press (Cambridge, MA)
Peter D. Johnston, (2008), negotiating with Power, published by Negotiation Press (Cambridge, MA)
Roger Dawson, (2011), Secrets power Problem http://www.szdhsjt.com/dxfgassignment/ solving, published by Career Press
Roger Dawson, (2000 or 1999), Secrets of Power Negotiating, published by Career Press
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