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Negotiation Planning

In: Business and Management

Submitted By gillis7
Words 2141
Pages 9
Planning for Rapid & Scott Negotiation In any negotiation, preparation is crucial; and having a set, outlined process to follow when preparing helps mitigate a potential oversight of any significant issues within the negotiation. Following a set process also helps one stay on task and in-line with what the important issues and factors are in a negotiation. In Bargaining for Advantage, G. Richard Shell provides a well-structured framework to follow in planning for a negotiation. For this reason, I used Shell’s negotiation preparation framework to plan for the negotiation between Rapid Printing Company (Rapid) and Scott Computers, Inc (Scott). The first step to prepare for my negotiation is to outline the actual problem. While at first the problem seems to be relatively straight forward, upon thinking on it further it becomes a bit more ambiguous. The initial problem seems to be that Rapid is unsatisfied with the product we sold them because they cannot operate the program without the necessary application program, and for this reason they are refusing to make the agreed-upon payments for our hardware and operating program. However, upon further analysis, I do not think this is the actual problem. If this was the problem, it would simply be a matter of using the contract as evidence of our agreement. The real problem for us is that because Rapid is experiencing extreme financial difficulty, a judgment against them in our favor will actually end up costing us money as we will pay significant costs for the trial and most likely never receive any settlement compensation from Rapid. For this reason, our actual problem in this negotiation is that we must negotiate with B.R. Brown from Rapid to figure out a way to settle the disagreement in a way in which we will still receive the outstanding payments Rapid owes us, without damaging our reputation from the point of...

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