SEE 3850 ASU Negotiation BW Artist in Saudi Arabia & Gallery Buying in US Case Study

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see 3850

Arizona State University

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We are contemplating a negotiation taking place over a piece of art. The negotiation will take place between an artist in Saudi Arabia and a gallery (our client) buying the piece in the US. We will use our group's knowledge of culture and negotiations in Saudi Arabia, the United States and of the art world to complete the project.

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Strategic Global Negotiation Preparation Guide TOPIC: Name(s): CLASS: STAKEHOLDER TERRAIN Map the stakeholder terrain (capability, intention and relationships/feelings) to decide where to target your negotiation effort. Quadrant A strategy: To keep satisfied. Quadrant B strategy: To manage closely. Quadrant C strategy: Monitor (minimum effort). Quadrant D strategy: Keep informed. Context of Negotiation Who are the parties interested in the negotiation? What are the issues? (i.e price, contract terms, etc..) (For parties, list individual(s) or entity that cares about the outcome of the negotiation. For issues, focus on subjects that need to be addressed during the negotiation.) Communication and Culture Your cultural orientation Cultural Differences and Similarities Theirs         What do you need to learn from the other side? What questions will you ask? (Think about how, not just what you will communicate) Relationship and Commitment How is it now? Where would you like it to be? What can you do to close the gap? What authority does the other party have to negotiate and make the decision? (Separate the people from the problem. Are there any relationship problems to address? What can you do in the negotiation to improve the relationship)? Interests List your interests for each issue Issue 1 Issue 2           Issue 3      List their interest for each issue Issue 1      Issue 2      Issue 3     (Prioritize interests. Circle shared interests and identify differing and opposed interests) Goal Settings • Offers and options setting for issue 1: • Offers and options setting for issue 2: • Offers and options setting for issue 3: Value- Creating Options: (List options even if you think that you may reject them later) Alternatives What is your BATNA (Best Alternative To Negotiated Agreement): Ways to improve your BATNA What is their BATNA? Ways to test or, if appropriate, worsen their BATNA (Consider how you might improve your leverage in the negotiation; how to share your leverage-related information (BATNA), or communicate it?)
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GALLERY NEGOTIATION PREPARATION GUIDE

Student name
Institutional name
Course name
Instructor name
Date

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GALLERY NEGOTIATION PREPARATION GUIDE
This work provides solutions to negotiation issues between a buyer of art in the united states and
a seller in Saudi Arabia in a gallery negotiation
Context of Negotiation
Interested parties in the negotiation include;
i.

An artist in Saudi Arabia.

ii.

A buyer is buying the piece in the USA.

iii.

United States of America government.

iv.

Saudi Arabia government.
Issues to be addressed during negotiation includes;

i.

What is the price of the art, is that price feasible, how is that price compared to another
artist who offers the same services? If the price isn’t friendly, an the alternative decision
needs to be made.

ii.

We are determining the contract period and assessment of risk and benefits of including
that term.

iii.

Clarification of viewpoints and interests from both sides, transfer of ownership, delivery
duration, and the channel of payment.

Communication and Culture
Cultural Differences and Similarities
Your cultural orientation


our interest is to secure a perceivable result from negotiation.



We are concerned with meticulous and binding commitments.



We have developed an attitude of either take it or live it.



We only do things of national interest to favor our nation.

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We value ourselves most, and we dictate terms.

Theirs


They don’t value time much because, in their culture, time is flexible.



When they are interested in doing business, they use loud and aggressive communication.



When they are doing something, their efficiency is driven by emotion.



They have a unique approach to handle conflict; they indirectly and implicitly take the
competition.



Most of the deals they are interested in are either long-term or super long-term oriented.
(Sian, agrizzi, wright, and alsalloom, 2020)

Goal settings
To win the contract, I will be referring to an individual who opponents well respect. Our artist
will be pressured to change his mind. This approach helps me to know to what extend do an
opponent exercises power.
I will then be willing to know the influence of lowering the price of an art a little bit. The best
question I’ll ask is whether there will be another alternative price for the art. To show that I’m
interested ill-use a loud voice. (Lauren Hendricks, 2013)
Relationship and Commitment
The two party’s security and trust aren’t well developed.
I want the two parties to communicate and trust each other effectively.
I will find the time to get to know the other artist; this will help me build rapport before
negotiating. I will then ask questions, and when the answer to that question comes, I will listen
attentively and carefully.

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An artist is the seller of the art we are willing to buy. He states the value at which he values
sustainability for his art. His perceived value of the art influences the decision
Interests
List your interests for each issue
Issue 1
 to know the price of the art.
 to examine whether the art is worth that price
 to know whether there is another artist who offers the same services at a lower price.
 to know whether there is another decision to make when the price isn’t favorable.
Issue 2
 to know the terms of the contract.
 to examine whether the contract durability is adequate.
 to be sure that the contract term is favorable or not favorable
 to know what to do if the contract term isn’t fair.
Issue 3.


To know the viewpoint of the artist



To see when the ownership will be transferred.



To inform the artist of the date and time, we will make the final payment.



To know the delivery channels that will be used.



To identify who will be accountable to pay when delivery is done.



Since the countries are on different continents, it comes to knowing which channels will
pay for services.
List their interest for each issue

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Issue 1
 to dictate their prices to the customers
 to agree on the best price, their art will be sold.
Issue 2


To derive the contact terms that favor them and impose the terms that enable buyers to
negotiate their terms.



To know whether the customers are appeased of their contract terms.

Issue 3.
. To know what is the view of that customer
Goal Setting
• Offers and options setting for issue 1:
The artist and the buyer should agree on the best price for ...


Anonymous
Really useful study material!

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