Universidad Anáhuac Cancún.
Activity: Real Case 1.
Names: Diana Belén Cutz Chávez, Giuliana Belen Bustos Cortés & María Fernanda
Bayona Jimbo.
Registration: 00449879.
Subject: Intercultural Negotiation.
Teacher: Carmen Adriana Romano Méndez
Cancun, Quintana Roo on February 07, 2024.
Activity: Real Case.
Mention 3 mistakes that the Mexican contingent made during the negotiation
1. The Mexican contingent arrived in a disorganized manner, with representatives
showing up at different times.
2. They did not provide answers to important questions raised by the USA contingent
regarding preservatives used in their products and verification of sales data.
3. The Mexican contingent did not adequately prepare for the negotiation, as evidenced
by their inability to address key inquiries and concerns raised by the USA group.
Mention 2 successes that the Mexican contingent had during the negotiation.
1. Mexican contingent successfully presented samples of their products and highlighted
their unique selling points, such as freshness and suitability for various dishes and
desserts.
2. They successfully agreed to provide further information via email and initiate product
supply to specific USA hotel locations in Mexico.
Mention recommendations that the Mexican contingent should have taken into
account so that their negotiation was successful from the beginning.
1. The Mexican contingent should thoroughly prepare for negotiations by anticipating
potential questions and concerns from the other party.
2. Ensure clear and transparent communication during the negotiation process,
addressing all questions and concerns raised by the counterpart.
3. Maintain professionalism and punctuality throughout the negotiation process to
convey reliability and competence.
How can the oral agreement that was established with theUSA contingent be
formalized.
By following these steps, you can effectively formalize the oral agreement into a legally
binding document that provides clarity and accountability for both parties:
1. Document the Agreement: Prepare a written document outlining the key terms and
conditions agreed upon during the negotiation.
2. Include Necessary Details: Ensure that the written agreement includes all relevant
details such as parties involved, specific obligations, timelines, deliverables, and any
other important provisions.
3. Review and Negotiate: Share the draft agreement with the USA contingent for their
review and input. Be open to discussing any necessary revisions or clarifications.
4. Signatures: Once both parties are satisfied with the terms, arrange for the document
to be signed by authorized representatives from each side. Electronic signatures
may be acceptable depending on the circumstances.
5. Witness or Notarization: Depending on the complexity and importance of the
agreement, you may choose to have the signatures witnessed by a neutral third party
or notarized by a public official to add an extra layer of formality and legal validity.
6. Distribution of Copies: Ensure that both parties receive copies of the signed
agreement for their records.
7. Implementation and Compliance: Once formalized, ensure that both parties adhere
to the terms of the agreement and fulfill their respective obligations.
8. Consider Legal Review: Depending on the nature of the agreement and the
jurisdiction involved, it may be advisable to seek legal advice or have the agreement
reviewed by legal counsel to ensure compliance with relevant laws and regulations.
Mention a list of important points to consider that you would prepare to
successfully carry out the negotiation with the USA group. (The list can
include points that you consider necessary.)
1. Understanding the USA group's objectives and interests.
2. Researching cultural nuances and communication styles prevalent in the USA.
3. Identifying potential areas of mutual benefit and compromise.
4. Anticipating potential objections or concerns from the USA group.
5. Establishing clear goals and priorities for the negotiation.
6. Developing a strong understanding of your own position and leverage points.
7. Crafting persuasive arguments supported by data or evidence.
8. Considering potential concessions or trade-offs to offer.
9. Planning strategies for maintaining rapport and managing emotions during the
negotiation.
10. Preparing fallback positions and alternative plans in case of deadlock.
11. Ensuring clarity on decision-making processes and authority within both parties.
12. Setting a realistic timeline for the negotiation process.
13. Anticipating and addressing potential legal or regulatory issues.
14. Establishing effective communication channels and protocols.
15. Practicing active listening and empathy to understand the perspectives of the USA
group.
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