ASSIGNMENT QUESTIONS QUESTION 1:

Pre-negotiation planning [30 MARKS]

Interest in South African wines seems to be rising in Hong Kong, as the city recently added six new importers who specialise in the wine category. You are the export manager for Cultivar Wineries (Pty) Ltd, based in the Western Cape. You have been assigned the responsibility of negotiating an export contract with an importer from Hong Kong who will visit your winery soon. Apply these elements of pre-negotiation planning to prepare for the negotiation: 1. Tailor your sales team to the situation; (3) 2. Clarify your negotiation issues and objectives; (3) 3. Identify the other party's probable approach; (3) 4. Assess bargaining strengths and weaknesses; (4) 5. Identify negotiation priorities and potential trade-offs; (3) 6. Identify the best alternative to a negotiated agreement (batna); (3) 7. Identify the worst alternative to a negotiated agreement (watna); (3) 8. Determine your overall negotiation approach (2) and briefly outline this method's strengths (2); (4) 9. Select the approach you will be using: distributive bargaining or integrative negotiation; and (1) 10. Briefly outline this method's strengths (3