Rainbow Paints Inc. is a leading paints company in Pakistan. In June 2019, the higher management of the company deliberated and decided upon the production targets for the year 2020. The procurement department was directed to order the supplies of required chemicals and raw materials from Chinese company i. e. XingPe Chemicals for the target production. The supplies were expected to arrive in January-February 2020 but unexpected situation halted the normal operations in China due to the spread of a novel virus. The situation created panic at Rainbow Paints Inc. as lack of supplies meant falling short of the targets and plunging in losses. The supplier was contacted but they were of the view that they cannot send the supplies as per the contract due to the lockdown. Now, conflict aroused between the parties as Rainbow Paints Inc. wanted the raw materials which the XingPi Chemicals cannot process due to restrictions from their respective government. It resulted in losses for Rainbow Paints Inc. Rainbow Paints Inc. decided to consult an International arbitrator for the resolution of the dispute. During negotiations, the Rainbow Paints Inc. maintained that they faced losses due to lack of supplies which did not reach them at the promised time. So, the supplier must not only compensate for it but also return their payments. While XingPe Chemicals insisted that they couldn’t move ahead due to unexpected and unavoidable pandemic situation, so the losses must be shared. They also reiterated the resolve to provide supplies in the future without any delays if the situation permits. They insisted on keeping the contract intact while finding a middle ground for the current dispute. Requirement: After analyzing the case, Identify the approaches to negotiation maintained by both the parties in conflict i. e. Rainbow Paints Inc. and XingPi Chemicals and explain them as per the scenario.

Rainbow Paints Inc., Pakistan Vs XingPe Chemicals, China

1. Win-Lose Approach:  Rainbow Paints Inc. was under an immense pressure to deliver on "production targets for the 2020."  However, it approached the negotiation aggressively and assertively, blaming the Chinese company for its failure to deliver the required chemicals for its production.  It did not care about the Coronavirus pandemic that is ravaging the world.  It should not be confrontational in its approach.  Business relationships are not maintained in such atmospheres.  It must think long-term and not short-term.  It should have tried to reduce its losses by minimizing its costs, using all possible means.  Rainbow Paints, in its blindness, is even seeking for not only a compensation but the return of their payments, to ensure that the Chinese company bears the losses wholly.  Such a negotiating strategy lacks common sense, fairness, and friendly business relationships.

2. Win-Win Approach:  XingPe Chemicals approached the negotiation, seeking understanding.  It cannot be blamed for the pandemic, unless it should have supplied before the outbreak.  Its approach contrasts with the confrontational, aggressive, and assertive method being followed by the Pakistani company.  Its approach is integrative and accommodating.  It is even willing to share the losses of Rainbow Paints while Rainbow Paints was trying to push all of the losses to it.

Explanation:

There are many approaches to negotiation.  Some prefer the Win-Lose, Lose-Lose, Compromise, or Win-Win approaches.  The best for long-standing business relationships is the Win-Win approach, because it integrates and accommodates the interests of both parties.  However, different situations call for the approach or combination of approaches to adopt.

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