A well-known US jewelry company was interested in selling its products overseas. The company found a possible partner based in Dubai. The company seemed to be perfect for the deal. After many phone calls between the two parties, a decision was made to meet in Dubai. The US company chose one of their businesswomen, Patty Sutton, to represent it. She was the companys most persuasive negotiator.

Before Sutton left the United States, she and the company lawyer worked together to write a detailed contract for the deal. The contract was fifty pages long. The deal would be advantageous for both firms. It promised big profits.

Sutton left for Dubai with the contract. She was pleased with her careful preparation. She thought her future partners would be satisfied with her work and would be ready to bargain about the details of the contract. She had studied their company interests and was sure they would want to change a few conditions in the contract. She planned to agree to those changes as concessions. She was certain the meetings would result in good negotiations and a quick final agreement.

On the day of the meeting in Dubai, Sutton entered the boardroom with copies

of the contract for the foreign businessmen at the meeting. She handed them

each a copy and began discussing the details. The representatives of the Dubai

firm did not open the contract. They didnt discuss the contract at all, but

instead spoke about general business issues. They spoke about the proposed

cooperation between the two companies but they didnt make any promises.

Sutton then went back to the United States feeling extremely surprised and

disappointed. The Dubai businessmen had never asked her one question about the contract. No agreements or commitments had been made. She wasnt even sure

if there would be another round of negotiations.

Given your knowledge that you have gained in the course, please answer the following:

What could have the American company done differently to prepare Patty Sutton with the meeting? What negotiation skills would you have applied to this situation for a favorable outcome?

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The Application Project is a case- scenario based project.

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Application of Concepts:

Analysis of Answer:

Research Integration:

Faith Integration: