Question: QUESTION 1 : Pre - negotiation planning [ 3 0 MARKS ] Interest in Proudly South African apparel is rising in Dubai. This prime tourist

QUESTION

1

: Pre

-

negotiation planning

[30

MARKS

]

Interest in Proudly South African apparel is rising in Dubai. This prime tourist destination in the Middle East recently added several new importers who specialise in unique African apparel.

You are the export manager for Shweshwe Shirts & Skirts

(

Pty

)

Ltd

,

based in the Eastern Cape. You have been assigned the responsibility of negotiating an export contract with an importer from Dubai who will visit your manufacturing plant in May. Apply these elements of pre

-

negotiation planning to prepare for the negotiation:

1.1

Tailor your sales team to the situation.

(3)

1.2

Clarify your negotiation issues and objectives.

(3)

1.3

Identify the other party

s probable approach.

(3)

1.4

Assess bargaining strengths and weaknesses.

(4)

1.5

Identify negotiation priorities and potential trade

-

offs.

(3)

1.6

Identify the best alternative to a negotiated agreement

(

batna

) . (3)

1.7

Identify the worst alternative to a negotiated agreement

(

watna

) . (3)

1.8

Determine your overall negotiation approach

(2)

and briefly outline this method

s strengths

(2) . (4)

1.9

Select the approach you will be using: distributive bargaining or integrative negotiation.

(1)

1.10

Briefly outline this method

s strengths.

(3)

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11 Tailor your sales team to the situation 3 marks For the upcoming negotiation with the Dubai importer the ideal sales team would consist of The export manager yourself to lead the negotiations and p... View full answer

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QUESTION 1 : Pre - negotiation planning [ 3 0 MARKS ] Interest in Proudly South African apparel is rising in Dubai. This prime tourist destination in the Middle East recently added several new...

QUESTION 2 . Interest in Proudly South African apparel is rising in Dubai. This prime tourist destination in the Middle East recently added several new importers who specialise in unique African...

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