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Essay Available:
Pages:
2 pages/≈550 words
Sources:
2 Sources
Style:
APA
Subject:
Management
Type:
Case Study
Language:
English (U.S.)
Document:
MS Word
Date:
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Topic:

Negotiator-Cognition Issues on the Negotiation between Samsung and Apple

Case Study Instructions:

Instructions
Research and select a company or organization that has been in some type of current negotiations (e.g., union contracts, mergers, buy-outs, product disputes, patent infringement.). Then, summarize the company or organization’s history and current negotiation status. Highlight some of the negotiator-cognition issues they may have encountered during negotiations. Discuss decision-analysis tools that are used in negotiations. Were any of these tools used by your company during negotiations? Next, explain what a BATNA is and how it is used during negotiations. Try to determine if one or both sides had a BATNA and, if so, summarize your understanding of it. Finally, provide recommendations for the company to use in future negotiations based on what you have learned in this unit. How could they use best practices in negotiations to improve future negotiations
Your case study should be a minimum of two pages in length. You must use at least two academic sources, and any information from those sources should be cited and referenced in APA format.
My textbook:
Bazerman, M. H., & Moore, D. A. (2013). Judgment in managerial decision making (8th ed.). Wiley.

Case Study Sample Content Preview:

Management
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Introduction
This business in Taegu trades noodles and other products around the city, exporting them to china and other provinces. It was founded as a grocery-trading store but is currently the world’s largest mobile phones and smartphones company. Samsung negotiates with Apple for not paying royalties for using its wireless transmission technology.
Negotiator-Cognition Issues
During the negotiation between Samsung and Apple, they faced challenges that led to difficulties in solving their issue. The biggest challenge during negotiation is when one individual needs help to understand the other party. They also needed more time to negotiate. When the other party creates time to meet, the second party is still waiting to meet the other party. Lack of patience leads to bad negotiations between the two companies. It made the two companies disagree due to a lack of patience. Samsung could not wait for Apple to pay the royalties for using its wireless transmission technology.
Decision-Analysis Tools
Decision analysis seeks to develop practical advice for negotiators. Lewicki and Hiams's negotiation matrix is an excellent tool for choosing the negotiation approach. It is characterized by avoiding collaborating, compromising, and outlining the pros and cons of each one. Showing the other party that you are negotiating in good faith is another tool used in negotiation. Building trust is another tool for negotiation (Bazerman & Moore, 2013).
Moreover, genuinely interested in what drives the other party leads to good negotiation (Grover et al., 2020). The two companies, Samsung and apple, used the tool of building trust with each other and showing the other party that they were negotiating in good faith. The...
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