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How to make a successfully negotiation

2021-09-29 来源: 51Due教员组 类别: Essay范文

51Due教员组今天给各位留学生带来一篇纯原创代写金融范文,本文将从企业家、龙的个人和所有龙作为一个整体的角度详细分析视频中显示的谈判过程。每一个谈判过程都有利弊。希望这篇可以帮助到各位留学生,同时需要代写也可以直接联系我们51Due客服vx(vx:Jenny_dynh)进行咨询。

 The video “Rakastaka” talked about a negotiation process between an entrepreneur and a dragon. This paper will analyze in detail the negotiation process that was shown in the video from the perspective of the entrepreneur, the dragon individuals, and all of the dragons as a group. There are pros and cons for each of those negotiation processes.

First, the entrepreneur Steph made many good moves during the negotiation. He was well prepared and had the patent ready in the market. As a result, many investors were attracted to this patent and wanted to invest. As a party in the negotiation process, Steph is very cooperating and wanted to close the deal to reach an agreement. This positive attitude influenced the overall negotiation and the five dragons, giving more chances for a successful negotiation.

However, although Steph exhibited many positive sides during the negotiation, were also many aspects that he could improve on. One critical information that this paper needs to present before everything else is what made up negotiation. Understanding these elements, we could move on to analyze what Steph did wrong. According to class, we have learned that the process, the substance or the material, and the behavior of the parties involved are the critical elements that made up negotiation. To be more specific, these involved the topic of the negotiation, the different parties and people involved, what techniques are used by each side, and each individual stage of the negotiation process. For instance, Steph did not do very well when a dragon asked his to talk more about his patent. Behavior is how the players in a negotiation reacted, the relationship between each party and what communication methods were used. The fact that Steph was nervous and did not talk fluently hindered his position and made him a passive negotiator.

Each of the five dragons performed well during the negotiation. They took the relevant risks audaciously and turned risks into opportunities. Each of them understands that turning a mere patent into an actual profit-making business takes a lot of effort and risk. They each evaluated the situation carefully. At times when they should say no and walk away from the deal, they did to avoid losses. For instance, three dragons did not invest 100 thousand pounds after evaluating that it will be hard to store bottles under the bridge. The other two dragons decided according to their own situation. Everyone is working to maximize his own benefit, and everyone is motivated to bring the best results. This is the positive aspect of this negotiation.

On the other hand, the five dragons also had some areas for improvement. Working toward one’s own goals could hinder the overall goal of the group if the goal of the group is not aligned with the goals of each individual. During the process, the dragons showed interest in investing in the patent for future gains. They had the rights and the power to negotiate since they are the side who is providing the money. Therefore, they were more active than Steph.

What is more, when viewed as a group, the dragons also had points where they performed well during the negotiation. They maximize the efficiency of the team by saying out explicitly what their individual goals are. This could save much time for the group as a whole. This is an essential step before the actual negotiation because the goal of the team needs to be aligned. Each member of the team will bear this in mind when negotiating so that everyone is working toward the same goal. It is critical for all of the team members to listen to each other and to welcome new opinions and different points of views. In the old Chinese saying, “a wise man and a fool together know more than a wise man”. Accepting collective views can broaden the views for everyone. In academic literature, scientists have showed that the Preference Awareness method is beneficial for computer supported collaborative tasks. This method is useful because it can allow the different team members to stick to one goal together and to decide which topics are more important.  

However, if the team cannot fully take advantage of their potentials, their effectiveness will decrease. One of the problems in negotiation as a team is solidarity behavior, which means that individuals often had to sacrifice his own priorities to cater to the group goal. When there are conflicts of interest, in the end, at least one person has to give up for the group to step forward. By giving up his own thought, he decreased his own utility for the greater good, the utility of the entire team. In the video, the failure of the patent investment was partially attributed to the lack of team cooperation between the dragons. They did not fully align their goals and interests and not everyone was working toward the same destination. They should collaborate more and comprise a little of their individual goals to make the final team goal realize.

The kind of negotiation that happened in this video is integrative negotiation. this kind of negotiation can generate a win-win situation for both parties based on the interest, merit, and principle of the parties involved. It is used to enhance the quality of negotiation so that everyone can reach a deal by leveraging the fact that for different parties, there are different values for each outcome. Distributive negotiation is the concept that there is a total number of value and this value will be divided and spilt between parties. Integrative negotiation can create a bigger pie and enlarge the overall value.

If it were me negotiating with the dragons as an entrepreneur, I would utilize the techniques of integrative negotiations better to make the deal a success. I would focus more on the interests of the investors and talk more with the dragons to know what they really wanted. Then, I would talk to cater to them and build more trust. There are many reasons why perspective taking in integrative negotiation is useful. Self-advocating negotiators can find solutions that works for everyone. Social motivation helps each individual to reach a group solution. Research indicated that those individuals who concede easily are also less likely to listen to more integrated ideas. Conceding hinders integrative negotiation. For advocacy approach, a good outcome is when almost all of the outcomes and ideas can be achieved for one side without hurting the ideas of the other sides’.

In addition, if I were involved in this negotiation, I would try my best to reach the highest selling price for my patent. The BATNA stands for the best alternative to a negotiated agreement. This is basically the plan B, what the people will choose when the first choice cannot be achieved. The BATNA is very important because whether it is attractive can influence the quality of the overall negotiation deal. If you know what your BATNA is, you can set more challenging goals for you to achieve. So, during negotiation, have a high BATNA is very important. You also need to make sure that you can make your opponent’s BATNA weak. Remember not to let the other side know what your BATNA is while you should do all you can to evaluate what your opponent’s BATNA is. You can do so by asking many different questions. For the video, I would ask the dragons many questions if I were Steph to understand their BATNA.

Finally, in the video, the offer was very passive, and people just waited for a new offer. I suggest that more active steps could be better. Those who compromise can have both negative and positive effects for a team. On the one hand, they did not listen fully to all of the ideas; on the other hand, they can keep the team on the right time when there is only limited time. If I were Steph, I would accept the offer first and try to do all I can with this investment since this is better than nothing. If I am successfully, even a small stake in the business could still generate me some rewards and this will be better than nothing. In conclusion, sometimes we need to compromise during negotiations to arrive at an acceptable outcome, even though this might not be the best outcome.

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