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Us vs China

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Submitted By gulka86
Words 5370
Pages 22
Michael Brabham
Sean Dannaker
Adam Ray
Julia Yuldasheva
June 12, 2011
Power & Negotiation
CROSS-CULTURAL NEGOTIATION
A. Your Goals
1) Identify and explain your team’s (not your individual) three top goals in this negotiation. Discuss them in order of priority. In planning terms, for these goals what are your targets? What are your resistance points (or if appropriate, your reservation prices)?
a) We desire to have the Olin Insurance Company branch office opened in Wuhan instead of Shanghai. Our biggest concern is our economy and the Chinese people. We believe that Olin Insurance Company could help out many people within Wuhan. We have been exploited in the past over and over again before by wealthy outsiders and we will not let this happen again. To see if we can really trust Olin Insurance Company, we need to find out if the company is concerned with helping our middle income people, or only concerned with their bottom line. Wuhan is a growing city which was listed second on the list of future “supercities” in the June magazine called Future Supercities. We feel that Wuhan has a lot to offer, because it is located in central China which is just a one hour flight from Shanghai. If we are not able to negotiate these terms, we need Olin to show us another method that would help the Chinese middle income people. For a resistance point, we will not accept a deal that would only locate their office within Shanghai. We may be somewhat flexible in opening a second office in Shanghai in the future after Olin proves they are a trustworthy company. We understand that Olin wants to maximize their profits, but we need to also make sure we help our economy and the growing Chinese middle income people.
b) We need a training center set up for 50 promising Chinese candidates in the city of Wuhan within six months of establishment. Building our economy is

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