You are a board member of Ace Global Institute, a university in the United States. You are in the first level of negotiation to acquire a university in Canada?a deal that will provide your university with many more resources and course offerings, such as more masters-level courses and its first Ph.D.-level courses. This will enhance the institute's accreditation and status. Your initial meeting will lay the critical groundwork for your final meeting. Answer the following points:
1. Identify your process goals, which comprise the key steps to proceed and the interest in the negotiation process.
2. Describe one tactic each for the following points that you can use to make your negotiation successful:
a. Demonstrate your knowledge of the cultural differences between you and your counterparts.
b. Deal with the counterparts who are well-versed with the nuances of the education business.
c. Set the expectations of the counterparts for the negotiable and nonnegotiable aspects.
3. Understand which aspects of the negotiation process you find appealing. What are some of the inherent flaws that you could see surfacing during the negotiations to purchase the university?
4. Describe the skills you will bring to the table to ensure that you are competent to know whether to continue the negotiation after your initial meeting or to walk away from the process.
5. Explain your perception of your and your counterparts' negotiation goals and the complexities involved in this deal