Scribd
Upload
5 views2 pages

Marketing Management Group Assignment Guide

The document outlines a group assignment for Marketing Management students at Ambo University, detailing requirements such as submission format and length. It includes five specific negotiation scenarios that students must analyze, focusing on concepts like BATNA, cultural misunderstandings, relationship-based negotiation strategies, and the implications of competitive versus collaborative strategies. Students are expected to provide clear, practical examples and thorough analyses in their submissions.

Uploaded by

Bikila Mitiku
Copyright
© All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
5 views2 pages

Marketing Management Group Assignment Guide

The document outlines a group assignment for Marketing Management students at Ambo University, detailing requirements such as submission format and length. It includes five specific negotiation scenarios that students must analyze, focusing on concepts like BATNA, cultural misunderstandings, relationship-based negotiation strategies, and the implications of competitive versus collaborative strategies. Students are expected to provide clear, practical examples and thorough analyses in their submissions.

Uploaded by

Bikila Mitiku
Copyright
© All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd

Ambo University

College of Business and Economics


Department of Marketing Management
Group Assignment for Marketing Management student
General direction

 It must be handwritten  Should be submitted with final exam


 It must be clear, neat and precise  It must not exceed 10 pages
 It must be free from copy  Do it with your group

Elements of the Assignments


Introduction should be written Conclusion
Main body of the topic Reference
1. A buyer and a seller are negotiating the price of a product. The buyer has several
alternative suppliers offering similar quality at slightly higher prices, while the seller’s
only buyer is this same customer. Explain how BATNA affects the power balance in
this case. How should each side strategically use their BATNA to influence the
negotiation outcome? Use practical examples.

2. Describe a real or hypothetical negotiation between a low-context, monochronic


negotiator (e.g., Germany or USA) and a high-context, polychronic negotiator (e.g.,
Japan or Ethiopia). Identify at least three cultural misunderstandings that might occur,
explain why they happen, and propose solutions to overcome them.

3. Imagine you are negotiating a joint venture with a company from a different culture
that values relationships more than written contracts. Using principles from the
persuasive style section, design a strategy that: (a) builds trust, (b) claims value fairly,
and (c) prevents future conflicts. Explain why each part of your strategy is important.

4. Assume you are negotiating with a business partner who has previously broken
agreements and acted dishonestly, but you still need to secure an important financial
outcome. Which negotiation strategy (avoiding, accommodating, competitive,
collaborative, or compromising) should you choose and why? Analyze the risks and
benefits of at least two strategies and justify your final choice.
5. Provide a real or hypothetical business negotiation where a competitive strategy might
bring a short-term victory but create long-term losses. Then explain how using a
collaborative strategy could produce a better long-term result. Your answer should
compare relationship effects, trust, future opportunities, and organizational reputation.

You might also like