Communication and Negotiation Problems in Business Deals
This paper examines the key problems that arise during business communication and negotiation processes, using the mGAMES case study as a practical illustration. Drawing on academic literature, the paper identifies several critical negotiation challenges: managing unverifiable market rumors, balancing negotiation speed with effectiveness, aligning the short- and long-term goals of multiple parties, and assessing the mutual benefits of a potential agreement. It also considers the complementarity of the parties' products and services, the competitive landscape of the handheld device industry, and the growing role of technology in facilitating modern negotiations. The paper concludes that while no universal formula exists for resolving negotiation challenges, the literature provides valuable frameworks that each party can adapt to their specific circumstances.
- Introduction: Communication and negotiation in business context
- The mGAMES Case and Negotiation Challenges: Rumors, speed, and party interests in mGAMES
- Goals, Benefits, and Competitive Position: SMART goals, mutual benefits, and market competition
- Complementary Products and Technology's Role: Product complementarity and technology's negotiation impact
- Conclusions: Negotiation complexity and adaptive frameworks
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What makes this paper effective
- It grounds abstract negotiation concepts in a concrete case study (mGAMES), making theoretical arguments more accessible and credible.
- It systematically works through multiple negotiation challenges — rumors, speed, goals, benefits, technology — giving the paper clear organizational momentum.
- It draws a useful conceptual distinction between goals (expected future benefits) and actual benefits, demonstrating careful analytical thinking.
Key academic technique demonstrated
The paper uses the case-study-as-illustration technique: rather than arguing from theory alone, it anchors each concept to a specific scenario detail from the mGAMES case. This allows the writer to move fluidly between citation-supported claims and applied analysis, demonstrating competency in connecting academic frameworks to real-world business situations.
Structure breakdown
The paper opens with a broad framing of customer-driven business communication, then narrows to negotiation theory before introducing the mGAMES scenario. The body progresses through discrete negotiation challenges in logical sequence. The conclusion synthesizes the main findings and acknowledges the limits of prescriptive literature, ending with a pragmatic takeaway about adapting frameworks to unique situations. Total length is moderate, appropriate for an undergraduate business essay.
Introduction
Today's communities present individuals with a multitude of choices, and more emphasis is placed on the freedom of choice. Within the business community, this force is most often revealed through the growing role of the customer, who now represents the core of corporate operations. Client satisfaction is the key to organizational revenues, and in order to attract it, manufacturers and service providers implement a wide range of strategies.
Most of the time, the ultimate customer decision is made based on the arguments and information received, and this information is often delivered through the process of communication. Communication has grown in relevance throughout recent years, largely due to rapid technological advancements.
In the relations established between economic agents, however, communication alone is not sufficient for achieving organizational goals. Since more and more agents choose to collaborate in order to strengthen their positions, their values, goals, and resources become unified through the process of negotiation. "In simplest terms, negotiation is a discussion between two or more disputants who are trying to work out a solution to their problem" (Maiese, 2003).
References
Hill, S. (2002). mGAMES. Richard Ivey School of Business, The University of Western Ontario.
Maiese, M. (2003). What is negotiation? Beyond Intractability. Retrieved November 17, 2008, from http://www.beyondintractability.org/essay/negotiation/
Volkema, R. J. (1999). The negotiation toolkit. AMACOM Div American Mgmt Assn.
Walesh, S. G. (2003). Managing and leading: 52 lessons learned for engineers. American Society of Civil Engineers.
School of Labor and Employment Relations. Technology in negotiation. Retrieved November 17, 2008, from
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