Pakistani Prunes Essay

1648 Words May 16th, 2014 7 Pages
Dr. Rubio Sanchez
Dr. Kim Wilson Team # 5

The Pakistani Prunes


I began my preparation for this negotiation by reading the section in the textbook, The Pakistani Prunes, on page 498. Although this did not give me any additional information on the negotiation itself, it did make me aware of the main idea of this negotiation which was “work together in cooperation.” When I realized this negotiation was based on collaboration, I studied article 1.8, Implementing a Collaborative Strategy, more in depth. I took notes on points that I would be able to use during the negotiation. Then I made a list of possible questions that I could ask at the very start of the negotiation and the specific steps to a
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This negotiation I was able to focus on both my interest and the other parties. I analyzed each response before taking action, which is why I gave him misinformation about our machinery. It was either pay a little more and get just the pits or do all the picking, washing, and separating and also bidding for the prunes myself. I do not think I took advantage of Tray because I did pay compensation for the extra work that he would have to do initially.

Weaknesses & Threats

The biggest weakness, which was also a threat during this negotiation, was the mistake on the contract. This was an opportunity to take advantage of Tray, and if I would have taken that opportunity I could have severely damaged my reputation as a negotiator. Since I wrote the contract, it could have looked like I purposely miscalculated the percentage to my advantage. If I had chosen to keep the initial contract I would have represented myself as a sneaky and unethical person. A threat that occurred was that Tray did not understand that we needed different parts of the prune. Although, he caught on very quickly, we could have hit one of the obstacles mentioned in article 1.8. If Tray would have continued to think of his own interest and not listen completely to mine we would not have been able to collaborate on a win-win contract. I do not believe that I had any weaknesses that left me

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