Cocoa acquisition negotiation / Shougang Zhang, Remigiusz Smolinski, Xiaochun Niu.

Format:

Book

Author/Creator:

Zhang, Shougang, active 2024, author.

Smolinski, Remigiusz, author.

Niu, Xiaochun, author.

Series:

SAGE business cases.

SAGE business cases

Language:

English

Subjects (All):

International trade--Case studies.

International trade.

Cocoa--Purchasing--Case studies.

Cocoa.

Negotiation--Case studies.

Negotiation.

Physical Description:

1 online resource : illustrations.

Place of Publication:

London : SAGE Publications: SAGE Business Cases Originals, 2024.

Summary:

Cocoa Beans Supply Co., Ltd, Ghana (CBS) is hoping to enter the Chinese market for the first time with its high-quality fair-trade-derived cocoa beans. The Ghanaian company is interested in striking a deal with Zhejiang Hangzhou Pierlu Food Co., Ltd, China (ZHPFC), who is currently searching for a new supplier of high-quality beans sourced from sustainable fair-trade farms. In this case, students will simulate a realistic negotiation process between ZHPFC and CBS. The simulation will involve role-play by students as they confront multiple issues and mixed motivations. The main objectives of the parties are to protect their substantive interests in a mutually beneficial manner and to create a positive foundation for future collaboration. In this case, students will practice recognizing and applying an appropriate combination of value creation and value claiming skills. Differences in the preferences and valuations of the parties in terms of the negotiated issues allow both sides to create value by focusing on what they value most. The key challenges for the negotiating teams are to create enough trust between them to share very sensitive information on their preferences, identify value-adding options from this information, and to then exploit the entire value potential of the negotiation. Through this case, students will be introduced to the process of negotiation and to various techniques and tactics used during acquisition negotiations.

Notes:

Description based on XML content.

ISBN:

1-0719-2568-7

9781071925683

OCLC:

1417358649