QUESTION : Prenegotiation planning 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 prenegotiation planning to prepare for the negotiation:

Tailor your sales team to the situation.

Clarify your negotiation issues and objectives.

Identify the other partys probable approach.

Assess bargaining strengths and weaknesses.

Identify negotiation priorities and potential tradeoffs.

Identify the best alternative to a negotiated agreement batna

Identify the worst alternative to a negotiated agreement watna

Determine your overall negotiation approach and briefly outline this methods strengths

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

Briefly outline this methods strengths.