Report on International negotiating GSC7620amol jadhav

I can simply term the A short course in international negotiating: planning and conducting international commercial negotiation book as a bible about planning and negotiating (shorter version). After reading this book, I feel learnings from the book would be helpful for me in my career. I would like to appreciate Professor for giving us an opportunity to introduce this book.I consider book has set of instructions, described in clear ways. If someone is new to the negotiating world (I am also nave in negotiating), book content can guide them from what are expected from them to close deal in zero sum game. Author guides reader about things to be taken in account by negotiator in step by step manner. Reader cannot skip the important small notes and warnings mentioned in the book. Author emphasis on a good negotiation in which parties are working together to discover a mutually acceptable outcome and to make that outcome happen. This doesnt not imply that self-interest and conflicting points are absent. Even though there will be many things where common agreement is tough, concessions should be made. International businesses are zero sum game where one sides gains are directly offset by other sides losses. Every team is trying to achieve maximum concession and to get best for them while able to keep opponent interested in deal. I liked the initial chapters of the book which talks about set of events prior to actual negotiating meeting. How negotiator role is important and how is he represent his firm. How important is to be choose your team for domestic as well as international trade. Team member should be updated about current happening around their business world. These guidelines will be greatly helpful for a nave person who wants to pursue in negotiating and sourcing. I have experienced negotiating instances (indirectly) and working with team member from different team. I would like to share an experience which generally comes under confidentially code however without quoting the company names I can. I was working on international assignment with two different suppliers (one was potential alliance and other one was regular) in specific market. The regular supplier was expert in its own field and dominant in international market. As an OEM my company and project were dependent on regular supplier in greater extent. Therefore company were dealing with some sort of defensive strategy with regular supplier based on his technical prowess in the specific product. On the other side, potential supplier wanted to form alliance with us and was ready to give us great concessions in every way. Potential supplier were also well established in its domestic market. My company applied somewhat dominant strategy with them in other words on most of the things on our terms. During my personal visit to both the supplier I can spot the subtle difference in their treatment and body language. Now I can related the book contents about how to get and how to keep upper hand in the game.I like another chapter of the book Strategic and tactical guidelines by county. In this chapter author explains and suggest the guidelines for negotiator according to the country, to the countrys commercial environment. What common strategies should be used for trade and for investment are highlighted. Notes for negotiator would be beneficial for person who works on global platform. I believe after completion of my course I would be working as sourcing engineer or buyer for an automotive company. I strongly feel content of this book will be of great help to me working at global level.