Praxis Business School, Kolkata, India
The entire class would be divided into 8 groups according to roll number for the negotiation activity. The first 6 groups will have 6 members. Group 7 & 8 will have 7 members each.
A worksheet has been attached. This would give the groups some clarity on what they intend to achieve during the negotiation. Each group will be required to submit the worksheet at the beginning of the session. All the groups have to be ready with their topic for the next session.
Group 1 and Group 2:
Raghu has been working in a factory for 4 years. He has been sacked on disciplinary grounds by the supervisor.
Group 1 is a trade union in a factory with the objective to reinstate Raghu in the factory.
Group 2 is the management that supports the supervisor’s decision.
* It would help to be aware of the legal framework.
Group 3 and Group 4:
Group 3: You are the management of ABC Pvt Ltd. You have been doing business with XYZ Pvt Ltd. for over 5 years. A new contract between the two companies was signed earlier this year. You are extremely disappointed with their unprofessionalism of late. They had promised prompt delivery and installation, which they failed to keep. Their service team is also not responding to the complaints. ABC wishes to terminate this contract.
Group 4: You are employed at XYZ Pvt Ltd. You are managing the key account of XYZ Pvt Ltd. You have to ensure that the contract is not terminated.
Group 5 & Group 6:
Group 5: You are the organizing team of Spardha - FinCop’s annual inter college management fest. You approach Frito Lay for sponsorships. Your goal is to get them to partner you.
Group 6: You are the management of Axis Back. You need to cultivate a relationship with Praxis since you intend to recruit for placements this year but you have already exhausted your budget sponsoring an event at IIM- C this year.
Group 7 & Group 8:
ABC Pvt Ltd is set-up in Kolkata. It is exploring various options for getting the CUG connection.
Group 7 is the marketing team for Airtel. Their objective is to bag this contract.
Group 8 is the management that is looking at striking the best deal.
*Please update yourself with the real time rates. This activity would require some number crunching at your end before you get to the table to negotiate
Please find the groups.
Group 5 & Group 6: Posting the revised version:
Group 5: You are the organizing student team of Spardha - Praxis Business School's annual inter-college management fest. You approach Frito lays for sponsorships. Your goal is to get a sponsorship of Rs.50,000.
Group 6: You are the management of Frito Lays. You know that you need to cultivate a relationship with Praxis since you wish to get a Day 0 slot for recruitment in the first year of visiting their campus but you have already exhausted your budget sponsoring an event at IIM- C.