China

Carla Ramírez Sandoval

A01019665

Business in China: China Trading and Network

Pre-negotiation worksheet 

We are Roxana Quirarte from China Trading and Network. 

RELATIONSHIP: Roxana Quirarte, founder of China Trading and Network, handle the negotiation between two companies, the suppliers in China and a Mexican company.

APROACH: the negotiation is a non-zero-sum or integrative situation, one person’s achievement help the others to achieve theirs. So we are willing to negotiate with both parties a reasonable agreement for everyone.

Our first approach will be to face out the problem, and try to overcome our differences of opinions, culture, and our way of doing business, as well to adapt the deal so it can benefit both parties involved, by being fair, reasonable and diplomatic, and above all patient.

INTERESTS: the client in Mexico wanted a compensation for the product in poor condition that was delivered to them. They ask us to cancel the order, and to return the 30% that was already paid in advanced. They didn’t want the missing containers to complete the order of that year, because the sales of the Mexican company had dropped so it was not necessary the remaining product.

The Chinese supplier wants to keep the business relationship with Mexico, but they won’t be willing to get us back so easily the advance of these first year container. Plus for them the issue wasn’t serious enough to cancel the contract; that is just their way of handling business.

What interests us, as China T&N, is not to lose the contract deal with both parties, we want to be fair to both of them, and please each other’s needs, in order to avoid having any monetary losses. Have an interdependence situation, where we can reach a middle point, a way to increase our resources through a good negotiation, so it can be a win-win for everyone.

OPINIONS: some possible win-win solutions could be that China compensates the Mexican company by giving them the containers for free, with...