Name: Bui Minh To Tam

Class: SB1064

Student ID: SB61014

NEGOTIATION
INDIVIDUAL ASSIGNMENT

Overview the Situation:

In OJT Semester in FPT University, I have a problem with school. Namely,

prior to that, the school would allow students to practice at outside companies. But
in my semester, school rules change, forcing students to practice by companies on
the school's offer list. However, I applied for a month's internship at another
company before the school change the rule of OJT.

Problem Analysis:

To ensure the quality of students to practice in the correct specialized, so the

school changed the rule of OJT. Because I am a student at FPT University, I have
to follow the requirements of the school. However, I have been practicing for over
a month and signed a labor contract. In addition, this is a very good company, I
was very difficult in the interview process and I would like to continue to return to
work after graduation. If I quit immediately, the company will have a bad
impression on the operation of my personal as well as all FPT students.

So, I should have a negotiation with the school about my internship. Identity
negotiation refers to the processes through which people reach agreements
regarding "who is who" in their relationships. Once these agreements are reached,
people are expected to remain faithful to the identities they have agreed to assume.
The process of identity negotiation thus establishes what people can expect of one
another. Identity negotiation thus provides the interpersonal "glue" that holds
relationships together.

And the negotiation process have many skill such as: Preparation, Active
Listening, Emotional control, Problem Solving, Decision making skill, Ethic,
Reliability. But to applied to my situation, I don’t need to have all skill.

Preparation:

First, I contacted the school and asked for information that I needed to
provide to make the school consider. I provided information such as: the
company's industry activities, the staffing process, the scale and position I was
practicing.

Next, I send the copy of my labor contract and attach a handwritten letter
stating my particular situation and wishes to the school.

Finally, I made an appointment to look forward to a direct negotiation.

Active Listening:

During the negotiation, I listened to the teacher explain why the school has
made this change. In addition, I am also actively expressing my situation, personal
views and questions also make me confused.

Emotional Control:

During the negotiation, I always keep a positive attitude as possible.

Whether while listening or presenting, I have a cooperative attitude with the
school. Together with that expressed strong desire and trust will be able to
improvement with the company I have chosen.
Problem Solving:

With a positive attitude, the school agreed to let me practice in that business.
However, the teacher would like to have a short meeting with my supervisor to
discuss the goals that the school wants me to learn at the company. Then I have to
make a commitment to the school that I will be able to achieve that goal.

Reliability:

In order to build credibility with the school, I had a concentrate and hardly
learning process before. In addition, I joined the club as well as the mass activities
organized by the school to get the sympathy.

In order for the school and business to continue to believe, I have tried hard
to learn as well as work hard.

Lessons learned:

Also have others who are similar situation to me, but they are not successful
in the negotiation process. And I have the lessons learned:

- Before any negotiations, always be prepared. Understand the situation of

yourself and the other party, thoroughly understand the relevant information
needed.
- Always have a positive attitude, even if the previous situation has made you
disadvantage. If you do not have a positive attitude then the negotiations are
going to come to an unexpected result.
- Expressing strong desire, be clear about what is important to you and explain
why it is important.

After going through this, I realized that if you calm down to find out the
process and truly sincere can bring good results to both sides in the
negotiations.