MGMT424 Negotiation Management Assignment: Developing a Trade Strategy for BRICS Nations

This assignment tasks you with representing one of the BRICS nations

(Brazil, Russia, India, China, or South Africa) and crafting a trade strategy in

response to an incoming U.S. administration that has signaled its intention to

impose tariffs on goods from BRICS countries. Your goal is to develop a

strategic negotiation approach that integrates concepts from Relevant

Chapters of SELL, 7th Edition, particularly those related to sales,

relationship-building, and negotiation tactics.

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Instructions:

1. Choose Your BRICS Country:

Select one of the BRICS countries (Brazil, Russia, India, China, or South

Africa) to represent. Tailor your strategy to the unique political, economic,

and diplomatic context of that country while incorporating negotiation

principles from SELL.

2. Read Relevant Chapters of SELL, 7th Edition:

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Before beginning your assignment, read Relevant Chapters of SELL (7th

edition). These chapters cover foundational topics such as:

– Understanding the Role of Sales and Selling – the importance of

building relationships, understanding customer needs, and offering

solutions.

– The Professional Selling Process – key stages in the selling process,

including prospecting, planning, and negotiating.

– Developing a Sales Strategy – focusing on understanding the

customer’s perspective, segmenting the market, and building a strategy that

addresses customer pain points.

– Communicating Value – how to effectively communicate the value

proposition to customers, a concept that can also be applied to countries

negotiating trade agreements.

3. Analyze the Situation:

Your trade strategy should be developed in response to the incoming U.S.

administration’s threat to impose tariffs on goods from BRICS countries.

Consider the following factors:

– Political context: The leadership and political climate of the U.S.

administration, as well as the political context within your BRICS country.

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– Economic context: The trade relationship between your BRICS country

and the United States, key industries affected by tariffs, and potential

economic consequences.

– Geopolitical considerations: The relationship between your country and

other global powers, such as the European Union, China (if not your

country), or regional powers.

– Current trade agreements: Existing trade agreements and arrangements

that might influence your strategy (WTO commitments, regional trade

partnerships, etc.).

4. Incorporate Selling and Negotiation Strategies:

– Building Relationships:

In international trade, building strong, trusting relationships is critical.

How will your country develop and maintain a positive relationship with the

U.S. administration, even in the face of tariff threats? What diplomatic and

strategic efforts can be made to build rapport, understand U.S. needs, and

offer win-win solutions?

– Understanding Needs and Pain Points:

Identify what the U.S. hopes to achieve through tariffs (e.g., protecting

domestic industries, reducing trade deficits). How can your country

understand these pain points and frame its trade offers in a way that

addresses U.S. concerns while still benefiting your country?

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– Planning and Preparation:

How will you plan your negotiation approach? What specific

information and tactics will you use to prepare for talks with the U.S.?

Consider the stages of the sales process: prospecting (identifying the U.S.

priorities), planning (developing a strategy that meets both parties’ needs),

and closing (securing a trade agreement or tariff reduction).

– Communicating Value:

Your trade strategy should effectively communicate the value your

country offers in trade partnerships with the U.S. What specific products,

services, or strategic advantages can your country offer to make a

compelling case for tariff relief? How can you “sell” your country’s value

proposition?

5. Trade Strategy Outline:

Your strategy should address the following elements, with specific

reference to negotiation and sales principles learned in SELL:

– Initial Assessment:

Provide a brief overview of the trade relationship between your BRICS

country and the United States, including key sectors impacted by potential

tariffs.

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– What are the key industries (e.g., agriculture, technology, natural

resources) that would be affected?

– What are the interests and goals of the U.S. that may be driving the

tariff threat?

– Diplomatic Approach (Building Relationships):

How will your country approach negotiations with the U.S. to mitigate

the effects of the tariffs?

– How will you use relationship-building techniques from SELL

(Chapter 1) to initiate constructive discussions with the U.S.?

– What strategies can you employ to understand U.S. concerns (e.g.,

domestic economic pressures or political motivations)?

– Economic and Trade Policy Recommendations:

Propose economic measures or policies that your country could

implement to cushion the impact of U.S. tariffs.

– Consider whether retaliatory tariffs should be used, or if your country

should focus on diversifying trade through new markets (e.g., other BRICS

members, the EU, or emerging markets).

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– What value-added propositions (Chapter 4) can your country

emphasize to encourage the U.S. to reduce or remove tariffs?

– Negotiation Tactics (Applying Selling Process):

Detail specific negotiation tactics based on the sales process outlined

in SELL.

– Prospecting: How will you identify the key decision-makers in the

U.S. administration and their priorities?

– Planning: What are the specific objectives of the negotiations, and

how will you prepare to meet the U.S. needs while advancing your country’s

goals?

– Closing: How will you present and justify your offers to ensure a

favorable outcome? What concessions, if any, will you be willing to make,

and what benefits will the U.S. gain by agreeing to your terms?

– Public Relations and Messaging Strategy:

How should your country communicate the threat of U.S. tariffs to the

domestic population, industries, and international community?

– What narratives can you use to position your country as a reliable

trade partner and minimize negative perceptions of the tariffs?

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– How can your country build public support for trade negotiations,

both at home and abroad?

6. Considerations for Long-Term Strategy:

While addressing the immediate threat of tariffs, outline any long-term

trade strategies your country could pursue to reduce reliance on the U.S.

and increase its economic resilience.

– How can your country develop stronger trade relationships with non-U.S.

partners?

– What role could BRICS cooperation play in strengthening your country’s

trade position globally?

7. Conclusion:

Summarize your trade strategy and explain how it effectively addresses

the threat of U.S. tariffs while promoting the economic and political interests

of your assigned BRICS country. Discuss the likely outcomes of your strategy

and how it positions your country for long-term trade success.

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Deliverables:

1.Written Report:

Your final submission should be a 6-8 page report (excluding references),

formatted in a clear and professional manner.

– Cite relevant data, treaties, agreements, and academic sources, including

material from Chapters 1-4 of SELL.

– Use SELL’s sales and negotiation principles to guide your strategy and

recommendations.

2. Presentation (In-class Students):

Be prepared to deliver a 5-10 minute presentation summarizing your

trade strategy and the key components of your negotiation approach. Use

visual aids (e.g., slides) if desired.

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Evaluation Criteria:

– Incorporation of SELL Concepts: How well have you integrated the sales

and negotiation strategies from Chapters 1-4 of SELL into your trade

strategy?

– Comprehensiveness of Strategy: Does the strategy address all required

elements (economic, diplomatic, public relations, negotiation)?

– Practicality and Realism: Is the strategy realistic given the economic and

political context of your country and the U.S.?

– Critical Thinking: How well does the strategy demonstrate an

understanding of international trade and negotiation?

– Clarity and Organization: Is the report well-organized with clear

arguments and logical flow?

– Use of Evidence: Are arguments supported by relevant data, reports, and

scholarly references?

Submission Deadline: November 22, 2024

Good luck, and we look forward to seeing how you apply negotiation and

sales strategies in this complex global challenge!

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