Answer below questions in your paper:

Known as one of the leading culinary brands with more than 50 restaurants
nationwide in Vietnam for more than 7 years, you are working with a business partner
named IBS Foods USA for an upcoming contract on frozen beef for your food chain
in Vietnam.

Được biết đến là một trong những thương hiệu ẩm thực hàng đầu với hơn 50 nhà hàng
trên toàn quốc tại Việt Nam trong hơn 7 năm, bạn đang làm việc với một đối tác kinh
doanh tên là IBS Foods USA cho một hợp đồng sắp tới về thịt bò đông lạnh cho chuỗi
thực phẩm của bạn tại Việt Nam.

1. What do you do to prepare before the negotiation takes place if this is the first
time you work with them?
Bạn phải làm gì để chuẩn bị trước khi cuộc đàm phán diễn ra nếu đây là lần đầu tiên
bạn làm việc với họ?

GIẢI

PREPARATION
- Set your objectives (precisely what you want to achieve)
If this is the first time we cooperate with the new partner, we should depend on
the substance instead of the relationship.

We can based on factors such as: practicality, costs, ability to implement,

implementation time.

We should find out the core element of setting objectives is price. In the setting
objectives step, you must identify the top objectives, target objectives and
bottom objectives.

- Seek our precedence

Because of s the first time negotiating, we should clearly state that we are
concerned about the price of the shipment.

- Find out information about partners: JBS Food

● Collecting Information on the USA Market: Law and Trading Practices.
Characteristics of demand in the USA market. Taxes and charges. Political and
social factors. Climate and weather conditions.
 ● Collect information on frozen beef products. Attention should be paid to the
following aspects: Uses and properties. Trends in supply and demand, prices.
Quantitative, quality...
● Collect information of partners: Before negotiating, it is necessary to collect a
lot of information about partners. (fields of operation, scale of activities,
potential for development of partners.
Organization, personnel, rights of partners. organization, who has the right to
decide. Working Schedule, duration of contracts, related work. Determining
needs and desires of partners in negotiations, etc.)
=> After collecting the necessary information, you can use the SWOT analysis
method to identify your strengths and those of our partners before negotiating.

- Create series of tradables

Time; money; specification.

- Set your limits

- Set the bargaining zone: the highest ( most that we want) and the lowest (less
we will accept).

- Set up your BATNA

Determine your best alternative. Make a list of your alternatives if negotiations
don't come to an agreement.
Determine your partner's BATNA:
+ You need to try to determine your partner's BATNA by searching for
relevant information, contacting sources of information in the same
industry, industry, reviewing annual business reports, putting yourself in
the position of your partner. cooperation, consult with people who know
about the partner…
- 1.develop a list of actions;
- 2.improve some of the more promising ideas;
- 3.select, tentatively, the one option that seems best.

+
2. How does American culture impact the negotiation? Analyse please.
Văn hóa Mỹ tác động đến cuộc đàm phán như thế nào? Làm ơn phân tích

Many experienced negotiators, both American and non-American, also see another
culture at work: national cultures.
+ a businessperson’s pragmatism and interest in securing concrete results from a
negotiation;
+ a lawyer’s concern with careful preparation, precision, and binding
commitments;
+ a superpower’s inclination to dictate terms, adopt take-it-or-leave-it attitudes,
and flex its muscle in pursuit of national interests; and,
+ a moralizer’s sense of mission, self-worth, and inclination to sermonize.