need help with 9.3

ambiguous. Would you predict you would be very successful or somewhat succes The parameters of your negotiation on this new computer product are somewhat filin selling it to both of your target markets? Why? LEARNING EXERCISE: NEGOTIATING A FRANCHISE AGREEMENT The purpose of this exercise is to apply the five negotiation skills presented in this chapter to an actual negotiation situation. You are negotiating the expansion of a Kentucky Fried Chicken (KFC) franchise with a Japanese company. You have worked with the company's representatives before and you believe you have a good rela- tionship. In fact, it is your intent to encourage the representatives to branch out on their own in order to double the number of franchise locations in a short period of time. Recently KFC has instituted a number of programs to encourage global expan- sions of its franchises, including the following: 1. Waiving part of the franchise fee for a first-time franchisee if the individual has a history with KFC 2. Bonuses paid directly by KFC to participating franchisees based on sales volumes 3. Allowing multiple companies to apply as co-owners of franchises 4. Waiving the franchise fee altogether if the franchisee commits to having the open within three months Answer the following skills questions: Skill 9.1: What cultural-based traits will and will not influence this negotiation process? Why? Skill 9.2: What negotiation bias will you need to be aware of and how would you Skill 9.3. How can you respond to the negotiation patterns used by the Japanese negotiator? Skill 94: What masculine or feminine characteristics could be helpful in reaching agreement? Skill 95: How would you advise KFC's negotiator to reach a "good" agreement for restaurant avoid it? both parties? ENDNOTES