Topic

Business Negotiation (The Telco Case and Asian Airlines)

Instructions

Assess two cases of business negotiation.

Answer preview

The main purpose of this report is to assess two cases of business negotiation, drawing the arguments from the relevant theory. The paper examines the case of Airlines that initiates a negotiation for a potential joint venture in the Asian market, after which a Telco case is analysed to compare the two cases for similarities and differences. The report shows that the Airline case fell short of a wide range of negotiation constructs, a reason why the parties failed to derive a meaningful agreement from the engagements. However, the Telco case involved a well-thought-out strategy that took varied interests and situations into account before deliberating negotiation items for the business value.

Word count: 3567