Edison International Sells a variety of children’s toys domestically and internationally, including talking dolls. The dolls are assmebled at the subsidiary Dolls Inc. in a Newark, New Jersey plant. The electronic voicebox recorder is installed in Trenton New Jersey at the Recorder Co., a seperate company (with union presence) whose largest client is Edison International. The overall venture has been very profitable for all three entities. However, Dolls Inc and Recorder Co. are currently in dispute as to who is responsile for the costs of transporting the dolls from Newark to Trenton. Ms. Carnahan is president of Edison International and wants to find an amicable resolution.

QUESTIONS

a) You have been hired in sales for Edison International. Discuss best practices in persuasive negotiation

b) Explain how Dolls Inc. is associated with Edison International. Could this relationship be the result of a merger? What type? How is this different from Recorder Co./ How would this influence Ms. Carnahan’s approach to resolving conflict?

c) Discuss the causes of intra-organizational conflict.

d) Considering the given scenario, if a negotiated resolution cannot be reached between the parties, should they consider mediation? Explain the purose of mediation. Discuss the pros and cons.

Scenario 2

Edison International is considering expanding overseas into Kafiristan. Daniel Dravot has been put in charge of negotiating the lease of factory space and opening discussions regarding local labor.

QUESTIONS

a) Discuss legal considerations in doing business internationally.

b) How might the work of Fons Trompenaars inform the negotiations in this scenario? Discuss assumptions, values, and norms.

PLEASE USE THE BELOW MATERIALS FROM THESE LINKS BELOW BUT DO NOT CITE OR COPY THE ARTICLES. THEY ARE JUST FOR YOUR READING SO YOU CAN TACKLE THE QUESTIONS FROM THE POINTS OF VIEW EXPRESSED IN THESE ARTCILES AND NOT OTHER ARTICLE OR TEXTBOOK.

http://www.negotiationtraining.com.au/articles/credible-commitment/

http://www.saylor.org/courses/bus403/#  (Starting from Unit 5 in this Saylor textbook, you can get links to artcles that relate to the case scenarios)

http://www.beyondintractability.org/essay/mediation/

http://legal-dictionary.thefreedictionary.com/mergers+and+acquisitions