Business Negotiation Vroom Cars Representatives

Question: Discuss about theBusiness Negotiationfor Vroom Cars Representatives. Answer: Introduction In order to adopt a distributive bargaining approach by the Vroom Cars representatives, it is quite important for the firm to analyse the tactical tasks in relation to the targets, resistance points and costs of terminating the negotiations with the distributors. The tactical task that must be undertaken by the vroom cars representatives should be accessed based on four aspects, explained below: Assess the other partys target, resistance point, and costs of terminating negotiations- it is quite vital for the firm concerned to obtain complete information regarding the other partys target and resistance point. They must be able to identify what the other party wants to achieve (Banai, et al., 2014). Vroom cars must gather the information directly from Great Motors regarding the units of cars they mean to sell under the distributorship of the company and negotiation value that they are willing to undertake. Manage the other partys impression of negotiators target- in order to prepare for an extensive negotiation round; the representatives of the concerned firm must be able to control the information that would be sent to the other party. They must screen the information about their own position and must represent the scenario as they would want the other party to see (Ribbink Grimm, 2014). Vroom Cars must not provide the weaknesses and the hurdles that are being faced by the company to Great Motors. They must portray their view of expanding the business in Singapore, Indonesia and Malaysia, yet, they must not portray their inability to raise the sales of the company as per the expectation of the analyst. Modify the other partys perception- a negotiator has the ability to alter the other partys impressions of their own objectives by making them appear less attractive or by making the cost of obtaining them to be higher (Gadke, Tobin Schneider, 2016). This modification provides the organization concerned with the incentive of winning the negotiation. In the case of Vroom Cars, the firm must modify the perception of Great Motors by making their objectives look less attractive. The objective of Great Motors is to expand the sales of the company within a time-frame of 5 to 10 years. The representatives of vroom cars can manipulate the idea by viewing the time-frame as quite extended. The objectives of Great Motors to expand the distributorship in Indonesia and Malaysia can be termed as weak, as in both the countries the demand for electronic vehicles is comparatively low than Singapore. Manipulate the actual costs of delaying or terminating negotiations- the firm may manipulate a deadline of the negotiation or fail to agree a particular deadline that would not affect the concerned firm. This would provide the firm with the power of gaining the negotiation on their own terms (Bala, Vij Mukhopadhyay, 2014). Vroom cars might lay a pressure on Great Motors by delaying their meeting schedule with the opposite party. As Great Motors are quite eager to extract the distributorship from Vroom Cars, they would be left with quite less options of achieving the negotiation on their terms. Hence, they would agree to the terms stated by Vroom Cars to a certain extent. These four above-mentioned aspects would be quite beneficial for the representative of Vroom Cars to apprehend the negotiation with Great Motors, tactically. Reference Bala, M. I., Vij, S., Mukhopadhyay, D. (2014). Negotiation life cycle: an approach in e-negotiation with prediction. InICT and Critical Infrastructure: Proceedings of the 48th Annual Convention of Computer Society of India-Vol I(pp. 505-512). Springer International Publishing. Banai, M., Stefanidis, A., Shetach, A., zbek, M. F. (2014). Attitudes toward ethically questionable negotiation tactics: A two-country study.Journal of business ethics,123(4), 669-685. Gadke, D. L., Tobin, R. M., Schneider, W. J. (2016). Agreeableness, Conflict Resolution Tactics, and School Behavior in Second Graders.Journal of Individual Differences. Ribbink, D., Grimm, C. M. (2014). The impact of cultural differences on buyersupplier negotiations: An experimental study.Journal of Operations Management,32(3), 114-126.