Description You have been asked by your supervisor to create a proposal for negotiating the sale of your product with a Japanese company. You know that Japanese business practices may be different than what you have experienced in the Unites States, and you do not want to offend the prospective clients. How would you handle the negotiation with the Japanese company? How would you introduce yourself, your company, and your product? Create a step-by-step international negotiation plan for how you would approach this business venture. In Unit III, you created a negotiation planning guide as part of the Unit III Project. Revisit that project and Table 4.3: Negotiation Planning Guide on page 123 of your course textbook. Use the steps listed on Table 4.3: Negotiation Planning Guide to create your business plan. 1) Define the negotiating goal. 2) list the major issue in the negotiation related to achieving the goal. 3) define the relative importance of each issue, and define the bargaining mix. 4) Define the interests. 5) Define the alternatives (BATNAs). 6) Define your limits, including a resistance point. 7) Describe your understanding of the other party’s goals, issues, and resistance points. 8) Set your targets and opening bid. 9) Assess the social context of the negotiation 10) outline how you will present the issues to the other party. what to say and how to say it. As part of your plan, you will address the ways culture can impact the negotiation process and how you will ensure cultural sensitivity. Using the 10 ways that culture can influence negotiations (described on pages 491-495 of your course textbook) as a guide, include how you will handle details such as time sensitivity, protocol, and communications. You are required to cover at least four of the ten ways culture can influence negotiation. You will need to research Japanese culture to address these issues.
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