Please Help this An Assignment!!

Santa Barbara is a small (imaginary) nation in Central America. Universidad Nacional de Santa Barbara (the National University of Santa Barbara) is the most prestigious university in the region. The main campus is in the capital, Ciudad de Santa Barbara, and enrolls more than 25,000 students in bachelor's, master's, and doctoral programs covering a wide variety of academic disciplines. Three regional campuses enroll approximately 10,000 additional students. A meeting is scheduled between a group of senior administrators of Universidad Nacional de Santa Barbara and sales representatives from Z-Term Solutions, a major supplier of instructional technology consulting services including installation hardware and software for distance education and video conference. The American representatives of Z-Term Solutions are on the third week of a seven country sales trip. The firm's specialty is videoconference solutions for business and education. The firm provides consulting, sales, installation, and service. Z- Term Solutions carries the best brands and the most up to date equipment. The firm is eager to expand its sales in Central and South America. In an effort to do so, Z-Term Solutions hired a sales team leader from the Central America region. The two representatives of Universidad Nacional de Santa Barbara are high-level administrators with responsibility for strategic and financial planning. The Minister of Education routinely endorses any agreements approved by these two administrators. Both of these two administrators come from well-established families and have important connections in the Prime Minister's office. Both are on career paths that will likely lead to high positions in one of the ministries as their careers progress.

1. How successful negotiators plan, to evaluate the Z-Term planning. Were the team members average negotiators or skilled negotiators? Please incorporate the following concepts in your answer:

• Planning time;
• Exploration of options;
• Common ground;
• Long term;
• Issues versus sequence;
• Setting limits.

2. If you were the sales team leader from the Central America region of Z-Term Solutions, what motivation strategy would you use to enhance the two American sales representatives global negotiation skills?

3. Develop your own three original discussion questions that may represent your thorough understanding of the course concepts for this week in relation to the case scenario above. You may substitute one thoughtful and relevant point that you would like to make pertaining to concepts addressed in the case study readings for one question.

Your original three questions:

1.

2.

3.