路达科技与上海铁路局：路达科技谈判成员的机密信息 （A）

After the Spring Festival of 2012, Lu Da vice president Zhao Maoting got a call from Zhang Botong, the head of Shanghai Railway Bureau, who was in charge of external cooperation. Zhang asked Zhao to finish the current negotiations quickly, which involved ticket vendors set up in shops, subways, and supermarkets. Though negotiations had already lasted more than 3 years, progress was slow. Case A proceeds from the point of view of Zhao, describing Lu Da’s efforts to reach its goals while maintaining its bottom line. The company focused on price, site location, and use of technology and establishment of derivative products. Case B adopts the perspective of Zhang, who expressed that the railway bureau’s primary concerns were safety (and thus technology application), while the other issues were of secondary importance. Because of their different positions and goals, the two parties don’t weigh the results of different possible outcomes of negotiation in the same way. What is the key to reaching agreement? The case focuses on negotiations in business transaction.