Turkish Rug _ Midwestern Quilt Negotation

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University of Iowa *

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2800

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Anthropology

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Dec 6, 2023

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Turkish Rug / Midwestern Quilt Negotiation 1. What was your role? Terry Thimble or Elder Atatirk? a. My role in the Turkish Rug / Midwestern Quilt negotiation was Elder Atatirk. I am an elder member of a family who has been producing fine Turkish rugs for several centuries. I have an esteemed reputation in my village and my rush is known throughout Turkey and Europe. My partner, Ella Casey, was Terry Timble who made Midwestern quilts. 2. What was the outcome of your negotiation? (that is, what were the terms of your agreement?) a. While negotiating, we decided from the start that we were going to collaborate to make a deal that's fair for the both of us. The first thing that we negotiated was the exclusive / sole distributor because that was a topic that was important to me, and we both agreed on Option A (that both sides agree to sell the other product exclusively). Then Ella asked me if any other terms were important to me, and I said that the length of agreement was the next important. Even though I wanted the option of the 1-year agreement, we decided on Option E (3-year agreement and we negotiate terms every year). Then we negotiated the bartering agreement and the minimum shipment issues together because they went hand in hand. For minimum shipment, I didn’t want to make more than 50 rugs, but Ella wanted to at least make 100. So, I made a proposal and said if we agree on Option D for minimum shipments, then I want Option E for the baterting agreement. Ella accepted my proposal so for every 2 rugs I send, Ella will send me 3 quilts and then I’ll send 75 rugs a year and Ella will send 100 quilts. Lastly, we talked about the custom fees and agreed to meet in the middle, and we went with Option C (pay 30% of fees). 3. Did you feel that your preparation for the negotiation exercise was adequate? Why or why not? (Please explain your answer using examples from your negotiation) a. I felt like I was prepared for this negotiation. For the preparation, I made a notes sheet of the five different issues and listed them in order of importance to me. Even though I didn’t make a point system, when it came to the negotiation, having a list of the issues in order of importance was beneficial because that is the first question that Ella asked me. Under each issue, I made bullet points of which option I preferred, and then followed in order the options that were in second, third, and fourth place. I also made notes of which options were unacceptable to

me and made sure to color coordinate to help me run through the negotiation smoothly. Another thing that helped for my preparation was understanding the cultural background of my role because Ella asked me questions like, “Would you be okay with choosing this specific option based on your family traditions / beliefs?”. I had some notes from my role as well as some background information in my notes which made it easier to answer questions like that. 4. Think about your performance during this negotiation exercise and describe two primary observations of yourself and address what your takeaway message is from each observation. In particular, discuss the things you thought you did well and areas where you might improve for future negotiation exercises. a. One thing that I did well during this negotiation was build rapport . I was partnered with Ella, and we have negotiated before so we knew a little bit about each other already. We started out by talking about the mini class activity on Tuesday. Since she had to leave early, I filled her in on how the other group was mad that we betrayed them and advertised when we said we weren’t going too. Then we updated each other on our classes and began talking about our roles. Since we have been negotiating with different people each time in class, I haven’t gotten to negotiate with the same person. A takeaway from being able to negotiate with the same person that you already know a little bit about gave me insight on the real world. Especially in a work setting, you will be having to negotiate with the same people multiple times and scenarios could be awkward if it's a serious conversation with someone who you are friends with. b. One thing that I needed to improve on in this negotiation was asking more questions. For example, I feel like in the beginning of the negotiation, we both gave a brief overview of who we were and our backgrounds. Then we jumped into the negotiation and Ella was asking questions to me and I was answering them, but I wasn’t really asking questions back. I think that if I would have asked more questions, maybe I could have “won” in a couple more categories. For example, when it came to the length of the agreement, I wanted to do the 1 year and Ella wanted to do the 3 years. I sort of just agreed with her but then in class when we debriefed, a student mentioned that Terry was new in the field and Elder Atarick has been doing it for centuries. Therefore, it didn’t even make sense to do it for longer than a year. I think if I would have asked a question like, “What makes you so confident / Why do you want such a long first agreement?”, Ella could not have given me a good answer and the outcome could have been different. The takeaway from this would be that asking questions is important from both sides when negotiating because it could lead to your personal outcome being bigger.

5. Identify and discuss the course concepts you used or observed in the negotiation exercise. Specifically, what cultural differences did you observe in the negotiation with your partner, and what if any of Hofstede's cultural dimensions did you observe? Again, use examples from your negotiation to support your answers to this question. a. The first concept that I used was cultural sensitivity . This is the extent to which individuals are aware of cultural norms, and belief systems of the people with whom they are interacting with. During the negotiation, I was playing the role of someone from Turkey and my partner was playing the role of someone from the US. There are significant differences between both countries and cultures and when negotiating about things such as price, fees, shipments, etc; it was all different and you almost had to accommodate certain things if you wanted something specific in return. I also had some background information about my role's cultural background to help me through the negotiation. b. The next concept that I used from one of Hofstede's cultural dimensions was long term orientation , specifically high. Long term orientation is when you honor a tradition and receive long term rewards or immediate results. If you are showing high long-term orientation, negotiators are focused on building relationships and not worried about rushing the negotiation. One of the first things that we kind of decided nonchalantly was that we were going to try and work together to make it the best outcome for each party. The length of agreement was the second factor that we discussed, and we chose to do the 3-year agreement while negotiating terms every year. After I knew we would be working together for 3 years minimum, I made sure to take my time and choose the best options for each of us because I knew that it was going to be a long-term relationship.

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Turkish Rug _ Midwestern Quilt Negotation

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