Watch the CNBC mini-documentary (45 minutes) “Dirty Money: The Business of High End Prostitution” on hutu
(http://www. hulu.com/watch/83070 ) or Yahoo View (https://view.yahoo. com/show/cnbc-originals/episode/1 9053361 /dirty-
money-the-business-of-high-end ) and write a brief essay in which you briefly summarize what you learned from the
documentary (0.75 points) and in which you share your own reflections (thoughts, comments, and questions) (0.75 points
related to this documentary. in this assignment, there should be more reflection than summary (0.75 points). (0.75 points
will be given for proper formatting and academic writing, including page length and proper grammar).
information and having adequate time to negotiate. You can’t expect to go into a room and have a final agreement in 30 minutes. Negotiations take time. The whole purpose of a negotiation is to reach a win-win situation. Therefore you need to be aware of the win-lose styles and avoid them. Sometimes companies may not appear to be looking for a win-win situation and will use hardball tactics during their negotiations. As a negotiator you have to be able to identify the hardball tactics and decide how you want to handle them. An example of a company who often uses hardball tactics is Costco. Although most of the negotiations with suppliers are kept private lately Costco has been announcing their view on the situation. Recently Costco pulled the Coca-Cola products off the shelf to prove a point. The companies are negotiating over the price customers should pay for the products. “Costco never accepts a price increase from a supplier without examining every alternative possible to hold the line on price. At Costco, nothing is ever marked up 14% above costs. (Sarasohn-Kahn. 2009, para 7) Costco feels that if they can’t give the value their customers deserve than they won’t sell that product. Even though Coca-Cola is a large company and a valued supplier Costco is willing to take the risk and publicly announce the issues it is having at the negotiation table. This is one hardball tactic used. Coca-Cola now has to decide whether to ignore the tactic, continue with discussions or reply with a different hardball tactic. The negotiation between Costco and Coca-Cola hasn’t been finalized so whether this hardball tactic works in this situation has not yet been determined. When playing this way it is important to understand the possible impact if this approach fails. Although negotiations can be successful this way if you really want to be successful during your negotiation process you must find out what the other party wants and figure a way to give it to them while getting what you want too. From our childhood years we negotiated with our parents to manipulate them into giving us what we wanted. Whether that was candy in a store, letting us stay up late, or buying that toy we really didn’t need. At a young age we didn’t really know what negotiation was all we knew was what we wanted and how to get it. As we figured out what negotiation was it was then that we had to start preparing for it. We couldn’t react on an emotional level and expect to get what we wanted. Even though we should plan for negotiations they sometimes still fail as they did with Mr Al-Fayed who didn’t realize he was weaker during his negation process. In his case he actually failed to plan and know what is position was prior to entering into the negotiation. However if you do the proper preparation you will most likely succeed in your negotiation. Negotiators need to be knowledgeable about what affects negotiations like verbal and non-verbal communication and push/pull influencing styles. It may not always be what you say that determines whether you create a win-win situation. Lastly, we discussed how some companies choose to use hardball tactics regardless of the potential impact therefore you need to be able to identify them and know how to handle them before you go into the negotiation. Cite This Work>