MML Company-Confidential Consulting Report

Summative Assignment

Base your answer to the questions below on the information brief provided to you as a separate document relating to two corporations about to engage in negotiations.

1.      
MML Company-Confidential Consulting Report

You have been hired as an expert negotiations consultant by Medical Magic Limited (MML) to advise Mark Marshall, MML’s lead negotiator from MML’s strategic purchasing function, on the upcoming negotiations.

Marshall has prepared an overview of MML, MML’s interests and objectives, as well as the information that MML has been able to obtain about Guangzhou Specialty Products (GSP), which he has shared with you in a confidential information brief.

Please prepare your consulting report to be delivered to MML that encompass the following:

• Advice on MML’s key interests and preferred negotiation strategy

• An example of a framing statement which MML could use throughout the negotiation

• Suggested tactics that MML could employ effectively in the negotiations

• An examination of the BATNA for both parties

As a part of your report, Marshall has also requested that you do the following:

• Create a plan for Deal Objectives, stating how MML should present its proposal, and how various concessions can be presented in order to progress the negotiation

• Describe how MML should expect the negotiations to unfold, and what practical arrangements they should propose to GSP as series of steps or stages in the negotiation.

• Draft at least five key questions to be posed by MML as a part of the negotiations.

Finally, Mark Marshall would like you to comment on which of Cialdini’s 6 principles of persuasion could be used to good effect during the overall negotiation process and why you believe they could help MML to achieve their goals?

2.      
Negotiation Risk and Risk Mitigation

Identify and critically review the potential risks that could contribute to the conclusion of a suboptimal agreement for one or both companies or result in no agreement being reached at all. How should these risks be addressed or mitigated against?

Assess the likelihood that the negotiations will be completed successfully and that both companies will achieve their desired outcomes. Cite specific factors to support your position.

3.      
Cross-Cultural Negotiation

Examine the key cultural differences that may exist between the two parties and advise on the specific adjustments MML should make in order to promote a successful negotiation despite these underlying cultural differences.

Word limit: Overall word limit 3,000 words maximum.

Written assignments and dissertations/business projects must not exceed the word count

PLEASE DO NOT EXCEED THE LIMIT OF 3000 WORDS!

The word count should:

· Include all the text, including title, preface, introduction, in-text citations, quotations, footnotes and any other item not specifically excluded below.

· Exclude diagrams, tables (including tables/lists of contents and figures), equations, executive summary/abstract, acknowledgements, declaration, bibliography/list of references and appendices. However, it is not appropriate to use diagrams or tables merely as a way of circumventing the word limit. If a student uses a table or figure as a means of presenting his/her own words, then this is included in the word count.

Marking guidelines Performance in the summative assessment for this module is judged against the following criteria:

· Relevance to question

· Organization, Organization structure and presentation

· Depth of understanding

· Analysis and discussion

· Use of sources and referencing

· Overall conclusions

Your assignment should be well organised and structured, using headings and subheadings as appropriate to indicate topics discussed. You should follow any instructions, for example to describe or to discuss. You should demonstrate an understanding of theory and literature and should show interpretation and application of this. All references must be clearly indicated, and a complete bibliography of all sources used must be included. Please use the Harvard style referencing which is described in the reference citation file. Please see attached in the files.

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