Negotiation & Trade is a
valuable course. It shows how important is the negotiation. Also, it adds value
to students to know the principles and skills of negotiation and making a deal.
My professor Dr. Habib Chamoun was teaching this course and I realized and
learned a lot about skills of negotiation and dealing. The course has several
method one of them is “simulation”. The main idea of the simulation is
represent country and making deal. On the other words, every student in the
class represents one of the EU countries. As a real life, these countries
“students” should debate and discus some of the real issues then negotiate
between them in order to make a good deal. For, example, I was represented Germany, I
offered to build manufactories in EU countries and I made a deal with Estonia.
It was a good negotiation and helpful. In order to make a deal that will help
the country that I represented; I had to make a position paper, which included
some of my countries issues and some of international issues. Therefore, I was
able to make a good deal for mu country regarding to its position. In my
opinion, the simulation was really value to our knowledge. It also helped the
students to apply their skills in negotiation and making deal. Moreover,
through the simulation I submitted some of my proposals to EU members that
means I read a lot about Germany before I submitted these proposals. In
conclusion, the simulation support our knowledge as the following points:
Position Paper: Before we started using the
simulation, we had to make the position paper of the country that I would
represent that means we read a lot about the countries. The simulation directed
the students to have some information about EU countries.
Strategies of negotiation: strategies of negotiation are
focusing in how we can achieve our goals through negotiation. We had to make
the strategy plan of our proposals. Therefore, simulation was supported us to
know how we can create these strategies. However, there are two kinds of
strategies, which are collaborative and competitive strategies. Strategy paper
includes several points such as selecting of non-negotiation area and what are
the strengths of the country.
Proposal paper:The proposals are driving to
reach the strategies of negotiation. Based on position and strategies paper, I
can make the proposals. On the other words, the proposals must be regarding to
the strategies and positions. The keys of making good proposals that the long
vision that could help country to reach their goals.
were the main factors of the simulation. It makes the class more effective and
increases our communication. Moreover, the students were able to communicate any
time and that helpful because we can make a message as much as we want. In
conclusion Without doubt, the simulation was really valuable to our knowledge, also
it supports the students to apply what they learned in the course.
the end of the simulation, my classmates made more than 29 conferences. The
conference means that where can the countries make a deal and negotiation. On
the other words, if Germany was interested with any of other countries’
proposals, Germany will request a private conference with the other country.
The conference looks like a real meeting. Moreover, the conferences could be
between more than two countries as the UK did in the proposal of the Red-Card
made by Germany:
Germany with Estonia, Free Land:Estonia was proposed that it would
be willing to give any country a free land to build manufactories. Germany was
proposed to build some manufactories in other country. As a result, Germany
requested a private conference with Estonia to negotiate and make a deal.
Before the conference started I read a lot about Estonia and its economy. When
the conference was started, Estonia’s representative was trying to win by
ordering more than 10 billion as a total amount of investing; however, I did
not accept that. I have some details that Estonia GDP was 56 billion so I
cannot make investment in Estonia more than 3 Billion which is %6 of its GDP.
After negotiate some other factors such as number of employees and the area of
the manufactories and also I asked about the system of transferring money
outside of Estonia, I made a deal. The deal was win-win for both of countries.
The total amount of investment was 3 billion and the area was 10 million sq.
feet. Also, the system of transferring money was suitable for both sides. As a
result, we made a good deal.
Germany with Austria, Agriculture
and Austria are neighbors. Also, most of Austrian people speak German language.
Further, Austria was proposed that it has high-level of agriculture. Therefore,
I request a private conference with Austria. We negotiate and we made a good
deal. One of the terms of our deal was exchange our experiences and product.
Austria was really easy to make dal with.
Germany with Bulgaria, Need
is one of the EU’s members. Bulgaria was proposed some assistance from Germany.
As I mentioned in my position, Germany was face several dilemmas and problem
such as growth rate and decrease of export. Therefore, we were not able to
assist any country without any benefit Germany. Bulgaria proposed something
that was not negotiable. Germany tries to understand Bulgaria that Germany will
not be willing to assist without benefit for Germany.
made by other countries:
Conference of Red-Card system: this conference was made by the
UK’s represented. The UK treated this conference to Germany, Bulgaria, Italy
and Spain. I was represented Germany and I had a private chat with UK. My
position was against this Red-Card system. The UK was trying to gain my vote
but I rejected. The reason of that was, Red-Card was not necessary. There is a
yellow-Card, which I believe it is better than Red-Card system. In conclusion,
none of the EU’s member was accepted this system.
Brief of 7-Chapters:
As we see it:In this chapter the reader can realize
that the culture could affect the negotiation method. Cross-cultural
negotiation in the ethnological sense is a fascinating engagement. Without
doubt cultural affect the people’s negotiation. Cross-cultural negotiation
basics are necessary to the people who work in international level. In this
chapter there are some stories that happened in China. They show the readers
what is the style of negotiation in China. One of these stories was happened
with our professor, Dr. Habib. He said, “My first experience negotiating in a
Beijing market was very frustrating. Almost every store at the Beijing Night
Market displayed a sign in Chinese and English that read, “No Bargaining.” Dr.
Habib shows that in China people are different. He tried to negotiate with some
sales person but he could not, the sales person said, “if you do not buy this
is you problem.” In conclusion, culture affects the negotiation.
The Psychology of Giving and Its
Effect on Negotiation:In this chapter authorsshow what
the relationship between the principles of giving and the negotiation. Without
doubt the psychology of giving affects the negotiation. Moreover, In the
chapter there is a little result that illustrate that the Phoenician
negotiation was used this principle and concept. Also, in this chapter, author
explains the concept of Tradables and describes how to create and
evaluate them. Giving is necessary to make a good environment to negotiate.
Giving is making a good feeling for both side of negotiation. Also, the one who
are willing to be a giver, he or she will lead the negotiation. Further in the
chapter, authors defined the term of tradables which means a set of ideas or
actions that help leverage a deal without being a part of the deal or Products
and services that satisfy customer needs outside our own product line that are
not in competition with our offerings. Basically means “able to trade” or
“bringing trading capacity.” In conclusion. The chapter goes over several
topics that related to giving and tradeables. It shows some concept and principle
that tradeables and psychology of giving are totally deferent.
this chapter explains the objective and assumption of negotiation competition.
Also, it shows some factors that the students should learn to be able to make a
win-negotiation. The factors in this chapter should be awareness by the
students. These factors should be considered such as what to evaluate, the
outcome of negotiation, skills of negotiation, ethical standard, manage
conflict and some other factors. Furthermore, self-analysis is important to
make a good deal. In general, this chapter illustrates how to make a win
negotiation by learn some necessary skills.
the Street to the Classroom and the Student to the Street: Guided Forays into Street-wise
chapter must be read by a professor who is going to teach negotiation. Dr.
Habib and his friend show in this chapter how student can be more knowledgeable
and how to negotiate in a real life. It talks about how to apply the materials
and concept that be taken in the class. Also, It illustrate that students have
to practice and apply what they learned in the classroom. In contrast,
professors can bring a real negotiation into the classroom. In conclusion, the
course of negotiation will not be value unless there are practices and
negotiate as a real life.
and Professional Boxing:This
chapter started with a brief story about Boxing negotiation then it connected
to the principle of negotiation. After that, it shows five-category scheme for
classifying negotiation style, yielding the primary interaction styles:
competing, collaborating, compromising, avoiding, and accommodating. Also, it
explains each of these five categories such as compromising-judge Like Solomon.
Moreover, It has several cases that show these five categories and how to
negotiate with someone who like this. In conclusion, It illustrates how the
sport negotiation is and how to work with it.
Dynamics: Teaching Integrative Negotiation Within a Distributive Environment:I enjoyed with the stories in
this chapter. Basiclly, this chapter talks about the relationship before and
after negotiation. The relationship level is very important to make a deal. I
remembered in the class Dr. Habib explained that the relationship between two
sides is important and also affect the negotiation. It makes the both sides
comfortable to negotiate and deal. Further, in the chapter there are several
parts that talking about how to build the relationship in order to negotiate
comfortably. Furthermore, it explains the integrative negotiation and how
negotiation be win-win for both sides. In conclusion, this chapter is really
We Trust Grand Bazaar Carpet Sellers (and vice versa)?In this chapter authors continue
analysis and explain the principles and concept while they were negotiating
with the Bazzar. Also, it explains how to trust each other. In first time of
negotiation each side will not trust the ther side; however, they will after
several meeting and after knowing each other more. On the other words, at
first, bothe sides do not know the each other which means that there is no
relationship between them. But after make several meeting their relation will
be better than the first time. When they make good relation they will trust
each other; however, this will not work in all type of negotiation. In
conclusion, Authors shows in this chapter their experience in Istanbul. They
had a negotiation with the Bazzar and they explain how they used the concept of
relationship and trusting in negotiation.
In this course I learned a lot of concept
and principles about negotiation. Dr. Habib tout us a lot of thing of his
experience. Moreover, we had a good examples looks like real life-negotiation.
Also, we learned many things by using cases study and multimedia learning.
Further, we had a simulation which was really support the students to negotiate
and deal. I believe that this course is necessary to MBA students. It shows and
explains how to negotiate and make a win-win deal.
I enjoyed in this course. I learned a lot
of concept in negotiation. My knowledge was increased by taking this course
especially with Dr. Habib. Dr. Habib has a good experience in negotiation. He
was able to teach us with clearly method. He gives us a lot of exambles from
his experience and his life. He was helping us and he look like our big
>1) Reaction paper with your feedback on the simulation, as
well as a brief
>synopsis of each of the seven chapters I emailed to you. Also If you
>could write a testimonial of how this class helped you (this is optional)
>2) An essay on a topic of your choice showing an understanding of
>negotiation class (it would be nice to refer to specific learning points
>from the course handout, the books or the chapters, I will explain in more
>detail in class tomorrow)
>3) Short stories/anecdotes of your choice showing an understanding of the
>concept of Tradeables and chapter 4 of the book Deal.