Group 7:

1. Ganne Rajitha - 431

Negotiation 2. Gourav - 432

3. Gunjan Goel - 433
4. Gurmeet Singh Ahuja - 434
5. Hansika Goyal - 435
Negotiation and Game Theory
~ Gunjan Goel - 433

STRATEGIC SOPHISTICATION: ADVANTAGES:

● Considering not only your interests but also your counterpart’s 1. Makes the negotiations more
● Nash Equilibrium assumes that players are rational and will choose the structured by bringing both
strategy that will be the best response to their opponent’s. parties on the same page
● Primary piece of advice: acknowledge the information set and work 2. Advantage to both parties. Thus,
towards equilibrium through mutual cooperation. Increased savings
● Example: prisoner’s dilemma 3. Takes into account the interest
of both the parties
Negative payoff matrix (years of detention)
4. Helps analyse the reasoning and
Suspect B
achieve at a desired outcome.
Confess Don’t Confess
Suspect
Confess (5,5) (0,10)
A
Don’t Confess (10,0) (1,1)
 Negotiation and Game Theory (Cont.)
~ Gunjan Goel - 433
The imitation game:
Case Study: https://youtu.be/GhP1jwbOOYE
How Microsoft outnegotiated Netscape In The Browser War

● Steve case’s AOL was looking was looking for a top-notch internet
browser to market its products.
● Netscape: Strong technical superiority and dominance in the browser
market.
● Microsoft: had limited leverage
○ Won the share by bundling AOL into the Windows operating
system.
The crux: Understood the perspective of the counterpart.
Reference:
https://www.rightattitudes.com/2015/01/20/bill-gates-and-the-browser-wars/
References:
https://www.researchgate.net/publication/2
27233361_Game-theoretic_and_Behavioral_
Negotiation_Theory
https://scholarship.law.marquette.edu/cgi/vi
ewcontent.cgi?referer=&httpsredir=1&article
=1198&context=mulr
http://www.jsoftware.us/vol9/jsw0911-18.pd
f
Cognitive Biases in Negotiations
~ Gourav- 432

Types of Cognitive Biases are:

1. Inattentional Blindness : Experiment for cancer nodule in lung scans by
radiologists.

2. Confirmation Bias : Harvard Business School case study to negotiate disputes.

3. Loss Aversion: Case study of Participants waiting in line to watch a movie.

 References

https://yourstory.com/2017/11/negotiations-fail-cogni
tive-biases-affect-human-interactions/amp

https://hbswk.hbs.edu/item/cognitive-biases-
mistakes-or-missing-stakes

https://www.researchgate.net/publication/342852527
_Cognitive_Biases_in_Negotiation
Effect of Culture on Negotiation
~Gurmeet Singh Ahuja - 434
Concept -
● Culture profoundly influences how people
think, communicate, and behave.
● It also affects the kinds of transactions
they make and the way they negotiate
them.
● A few elements of negotiating behaviour
constitute a basic framework for
identifying cultural differences that may
arise during the negotiation process.
References -
● Managing Cultural Differences in Negotiation - PON -
Program on Negotiation at Harvard Law School
● The Hidden Challenge of Cross-Border Negotiations (
hbr.org)
CASE -
Analysis of the cultural challenges faced by a
Swiss organisation and its employee after the
arrival of Indian collaborators.
The case

● Leading International company in Switzerland outsourced its Development

and maintenance to an Indian company
● This was done to target reduced costs and optimization of resources.
● It was advised to employees to have Knowledge Transfer sessions with the
onboarding for better running of activities together.
● After a few weeks, consultants from India started arriving, and then the
barrage of issues started coming in.
The incidents

The company and the employees were not prepared for this and had not anticipated the
difficulties related to cultural differences
● The Coffee and Tea Problem - Making your own tea like the Swiss or Getting coffee on Desks like
the Indians?
● The Canteen Food Situation - There were options of two menus available in the canteen, with one
being the vegetarian one for Indians, but this started getting too popular between the Swiss locals,
that the Only option that Indians had, used to start getting sold out within the canteen, thus
unavailable for them to eat, especially if they got late.
● The Kinesics Interpretation - Indians were culturally used to tilting their head side to side in order
to say yes , but within the European, and especially Swiss culture, it was interpreted more as “I am
not sure”.
Resolution/Initiatives and their effectiveness

● 1 Day Inter-cultural workshops which took a lot of time setting up, and
during each, members from both sides were present.
● Catering service appointed to offer Indian food 4 days a week
● Diwali celebration event together, and the same expanded to swiss festivals

Despite these attempts, the harm was done and people’s perceptions were
affected.
Conclusion

Two key observations can be made

● Planning done at operational level but factors like Communication

management, resource management and change management left out.
● Human Factor was left out in this situation. (Soft skills)
● Determination of costs
○ Cost of organizing the events and cost of employees attending the events.
○ Cost of special catering, and explaining and supervise the cross cultural
activities.
Power & BATNA
~ Hansika Goyal - 435

A negotiator’s BATNA has become the primary indicator of a negotiator’s relative power in
negotiation.
Negotiators’ BATNAs are strongly related to their reservation point (RP).
Case study: Apple vs Samsung Patent case
Apple was one of Samsung's largest customers, and Samsung was one of Apple's biggest
suppliers.

Both sued each other for patent infringement in various countries.

Apple, Samsung reach settlement in patent case - Video

Outcomes

Disputes over patents, technology, and innovation cost both companies tens of millions, spanned four
continents

No clear winner in the dispute, which involved hefty legal fees for both companies. While Apple
scored a major public relations victory with an initial $1 billion verdict in 2012, Samsung also
obtained rulings in its favor and avoided an injunction that would have blocked it from selling
phones in the U.S. market

References:

https://www.researchgate.net/publication/292887782_Negotiation

https://www.academia.edu/11445244/Negotiations_Between_Apple_and_Samsung
 Negotiation Analysis
~ Rajitha Ganne- 431

Multiple-issue negotiations
➢ Maximum pressure on all issues considered, one by one, without attempting to
establish connections between issues, will often be doomed to failure.
➢ It is crucial for centres and stores’ success to understand the mechanisms of a
package deal negotiation.
➢ Single-issue against multiple-issue negotiations
➢ Understanding that different types of negotiations demand different
approaches
➢ Inclusion of new negotiation variables
➢ Quantify Tradeoffs
A NEGOTIATION BETWEEN A SHOPPING CENTRE AND A RETAILER

Case Study
https://run.unl.pt/bitstream/10362/11822/1/Freitas_2014.pdf

https://spruceaustin.com/wp-content/uploads/formidable/9/case-study-examples-negotiation-skills.pdf

Positional Negotiation

https://www.youtube.com/watch?v=BAj2j26kuzo
Thank You!