Question

Please read the text below and answer the following questions..

Santa Barbara is a small (imaginary) nation in Central America. Universidad Nacional de 
Santa Barbara (the National University of Santa Barbara) is the most prestigious 
university in the region. The main campus is in the capital, Ciudad de Santa Barbara, and 
enrolls more than 25,000 students in bachelor's, master's, and doctoral programs covering 
a wide variety of academic disciplines. Three regional campuses enroll approximately 
10,000 additional students.
A meeting is scheduled between a group of senior administrators of Universidad 
Nacional de Santa Barbara and sales representatives from Z-Term Solutions, a major 
supplier of instructional technology consulting services including installation hardware 
and software for distance education and video conference.
The American representatives of Z-Term Solutions are on the third week of a seven 
country sales trip. The firm's specialty is videoconference solutions for business and 
education. The firm provides consulting, sales, installation, and service. Z- 
Term Solutions carries the best brands and the most up to date equipment. The firm is 
eager to expand its sales in Central and South America. In an effort to do so, Z-Term 
Solutions hired a sales team leader from the Central America region.   
The two representatives of Universidad Nacional de Santa Barbara are high-level 
administrators with responsibility for strategic and financial planning. The Minister of 
Education routinely endorses any agreements approved by these two administrators. Both 
of these two administrators come from well-established families and have important 
connections in the Prime Minister's office. Both are on career paths that will likely lead to 
high positions in one of the ministries as their careers progress. 


1. If you were the sales team leader from the Central America region of Z-Term Solutions, what motivation strategy would you use to enhance the two American sales representatives global negotiation skills?  

Develop your own three original discussion questions in relation to the case scenario above. 


1.
2.
3.

Answer 1

1.Motivation strategy to enhance  global negotiation skills

The following motivational strategies shall be used to enhance the global negotiation skills of the two American sales representatives.

• The sales team leader must motivate the two American sales representatives to do enough preparation before entering into the negotiation process with the administrators. All possible information has to be gathered for facilitating this. The sales representatives have to have answers to all possible questions that may come up during the negotiation.
• The two American sales representatives must be given clear goals and objectives of conducting the negotiation.
• Provide proper training to the two American sales representatives on various negotiation skills including listening skills.
• The sales representatives shall be given clarity regarding the potential best and the worst outcome of the negotiation.
• The sales representatives must be motivated to be sensitive towards the cultural differences if any.

Discussion questions

1. What are the different types of negotiations that may take place in the case scenario?

2. What are the important negotiation techniques and best practices that the two American sales representatives need to possess?

3. Describe the possible negotiation process that could take place in the case scenario.

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