Executive summary
After this course we study a lot of about the skills of negotiation, in order to solve the problem or the conflict around us, especially in business context. In this report we will define more clearly about this problem (Resistant point, initial offer, target point) by the knowledge we learned in negotiation skills. We will analyze the strategies and tactics, which are used in the negotiations of 3 companies: A, B and C. The relationship of 3 companies is extremely complicated. Company A, which is important supplier bird nest for company B, has strong relationship with company B for a long time. However, when company C appears, they want to be a main supplier for company B, so they offer a lot of benefits which are more than company A. Therefore, B is quite hesitance and confuse how to choose the best company to continue to cooperate. The negotiation is created between company A and B which the content: how to increase the discount with A. The strategy we use to analyze this situation is WINLOSE, how company B reaches their objectives. Company B and C also have a meeting to talk about the benefit that B will receive when become a customer of company C. Moreover, we will give the hypothesis about coalitions in diversity sides to have general point of views. The first hypothesis is that if the coalitions between company A and B is established, how C can break that coalition to gain their goals or C give more concessions for B. The second hypothesis in the case, C and B are in coalition, how A competes against C to continue make businesses with B. Finally, if C cooperates with A, this leads to the impasses for B to find the best solutions. According to the analysis this situation, our group will make the conclusion of this problem and give the recommendation for each company.

Background
Company A: The Company specializes in providing nest for