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Case 5 “DAVID OUT-NEGOTIATION GOLIATH:APOTEX AND BRISTOL-MYERS SQUIBB”

Problem Definition

This case is a real world scenario about the survival of two giants of the pharmaceutical industry at stake. The problem is non- professional negations process and the focusing on Win-Win which at end resulted in acting unethically and this caused a disagreement through which Bristol Mayers and Apotex perceive a threat to their needs, interests or concerns.
Justification for Problem Definition
The problem happened due to the lake of clear negations strategy and good planning which should be strongly presented in such negotiations between the business giants. The problem is also happened because one of the decision maker has behaved in an un-ethical manner to achieve his goal.

List of Alternatives:- 1- Developing strong negotiations strategy in the big organizations. 2- Setting a policy that can assure that lawyers must be presented in such negotiations 3- Embedding the ethical principles in organizations.
Alternatives Evaluation:-
1 - In order to be triumphant in today’s dynamic environment organizations need to focus on the environment it operates in and have to react swiftly to the changes that occur by developing negotiation strategies to stay ahead of competition. Strategy is embedded in any organizations planning process and without strategy the organization will become a candidate for acquisitions or would become extinct. It’s usually a mistake to approach negotiation as a casual encounter without much forethought. Good planning and strategy can provide a negotiator with the direction needed to do effective problem solving at the negotiation table.
2 – Lawyers presence in such agreements or negotiations is very important as the lawyers can essentially help in saving a lot of money and effort. lawyer alerts the client of all potential risks.

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