Premium Essay

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...

Similar Documents

Premium Essay

Planning Negotiations

...Planning Negotiations Contracting and Purchasing Negotiation Techniques – BUS340 Strayer University As a contracting officer for the Department of the Army tasked with contracting inventory services form Property Accountability Specialist Inc. (PASI) for the Army. I must ensure that my team does a mock negotiation or rehearses prior to negotiating with PASI. Team members must know their roles, they must know our objective, the do’s and don’ts, and be familiar with the negotiation plan. Our objective is to be prepared to negotiate the best possible contract possible for the government. Determine how you would rehearse the negation plan. During our mock rehearsal, we will review our strategy. I will go over the plan to bring each member up to date on any changes that may have resulted from the higher level reviews. This will be a group effort; each team member is encouraged to actively participate and ask questions to gather a better understanding. I will practice my opening statement “Hello, my name is Wade Orr and I am the contracting officer representing the government. I would like to start by saying that fiscal responsibility is the responsibility of all individuals entrusted with committing government funds it is also the responsibility of the industries that do business with the government to be fiscally responsible in their actions towards the government as tax payers”. I will practice this opening statement until it gracefully flows from my mouth. We......

Words: 1433 - Pages: 6

Premium Essay

Negotiation Planning Outline

...Negotiation Planning Outline Negotiation Planning Outline Negotiating is the art of convincing the other side that they should receive what they want. Knowing what they want from negotiation is only a small part of what it takes to anticipate the negotiation process. Success comes from developing effective negotiation strategies that convince the other side that what they want is fair and reasonable. This outline will indicate a negotiation plan from the position of Miami Heat’s General Manager, Pat Riley in the negotiation battle between National Basketball Association (NBA) Basketball Star, Juwan Howard, Washington Bullet General Manager, Wes Unseld, and Juwan Howard’s agent, David Falk. Goals Escalate the opportunities of the Miami Heat’s organization of achieving a winning regular season to a position that would allow the team to participate in the post season playoff games. Thereby, building a winning and championship team that would ultimately earn the title as National Basketball Association Champions. Issues A. The maximum amount of the contract offered to Juwan Howard to play with the team including bonuses and perks without exceeding the salary cap. B. The maximum number of years in the contract in relationship to the maximum amount offered. C. Other provisions to be included in the contract such as those listed in......

Words: 716 - Pages: 3

Premium Essay

Planning Negotiations 3

...Assignment 3: Planning Negotiations BUS340 – Contract & Purchase Negotiation Determine how you would rehearse the negotiation plan. Rehearsal of the negotiation plan is critical! It is important for the multifaceted team to learn how to function fluidly as a single unit. Rehearsal gives the different individuals within the team the confidence necessary to discuss the many aspects that will be involved within the negotiation process. Scheduling a mandatory team rehearsal meeting that will provide adequate time for corrections or revamps would be a must. Once the meeting time has been established and all members are present, starting off the meeting with introductions and professional history profile presentations will give all members a chance to become acquainted and learn to appreciate the value that each specific members. The meeting should then move into reviewing the negotiation plan and strategy as a group, taking all member ideas and suggestions under consideration. After a list of suggestions and concerns has been noted, now would be an excellent time to go through and explain all of the different rules and courtesies associated with government negotiations. There are many dos and don’ts that apply to government negotiations that are not applicable in public party negotiations. Once the entire group understands the rules of the negotiation game, it is then time to establish the role that each team member will assume during the actual......

Words: 2367 - Pages: 10

Premium Essay

International Negotiating: Planning and Conducting International Commercial Negotiations

...Lessons Learned: International Negotiating: Planning and Conducting International Commercial Negotiations In this paper I will cover three important points that go into international negotiations. Here I will cover the importance of who is on your negotiating team, the importance of hosting a negotiation and when to determine what is important to determining what is considered a successful negotiation. Selection of members of your negotiation team that will be the most effective is not always based on size. Choosing members of your negotiating team is the first step in leading a successful negotiation. Keeping the negotiation team small has many advantages. The costs of travel that include airfare, hotel stay and transportation should all be considered when you are selecting your negotiation team. Often times it easier to present a unified front with a smaller team, which should be of paramount importance with your team. The chief negotiator should be able to direct the team when new issues come to the table. With a smaller team reaching a consensus is more achievable for the chief negotiator; with a large negotiation team this can prove to be a cumbersome task. Members of a negotiation team have other duties that still require their attention; the smaller teams don’t have to deal with this roadblock as much as there are less of them that could get sidetracked with these distractions. Technical experts in these matters can be used as an asset, but sometimes having......

Words: 894 - Pages: 4

Premium Essay

Conflict

...CONFLICT T he success or failure of any organization is dependent upon the use of its indigenous, collective energies. When procedures are clear, the "esprit de corps" is high, and the business is said to be productive. But whenever people come together in one setting over a period of time, you can always expect conflict to find itself in the midst. The Webster’s dictionary defines conflict as a sharp disagreement or opposition of interests or ideas but from a more objective perspective, conflict is “a state in which one party perceive that another party has, or is about to negatively impact something that is important to the first party” (Robbins, 2006). The key word to note in this definition is “perceives”. Perceive is a concept that occurs within the mind. It is one’s interpretation of a situation or thing and does not necessarily have to be true. That might explain why on many occasions, a conflict that arises; may be unnecessary or misguided and result in wasted time. Causes of Conflict A s you may discern, the causes of conflict are numerous and each has their own accompanying challenges. Within the organization however, C. Brooklyn Derr in his book Major Causes of Organizational Conflict: Diagnosis for Action, stated that there are six (6) main causes of conflict: 1) The interpersonal disagreements that arise when one person is experiencing individual stress. People bring their whole selves to the workplace and they......

Words: 2502 - Pages: 11

Premium Essay

Pacific Oil Co.

...Pacific Oil Company Gene Arnold Negotiation Strategy Oklahoma Wesleyan University Pacific Oil Company The Pacific Oil Company went into negotiations with Reliant Manufacturing, and its goal was to sign a new long-term agreement. Pacific assumed that the new contract would be signed with no major obstacles, and that the principal point of negotiation would be price. Jean Fontaine, who is the marketing vice president for Pacific, went into a negotiation process with Reliant. Fontaine started the process three years before Reliant Manufacturing’s current contract was up, hoping to best his competition by offering Reliant a lower price and getting them to agree to a five year contract extension. Fontaine did not adequately research his client’s needs or sufficiently project the outcome of these negotiations. Due to this error Pacific was not prepared to address the concerns and requests that Reliant brought up during the negotiation. Both parties wished to renew the contract in a timely manner, but Fontaine slowed down the negotiations because he did not have a complete negotiation strategy that included a contingency plan or best alternatives. The negotiators for Pacific were not prepared for all the changes that Reliant would ask for at each meeting, and they had no power to make any key decisions to settle the negotiations. Reliant’s negotiators used Pacific’s lack of preparation to negotiate a far better contract. (Lewicki, Saunders, Minton, & Barry, 2015).......

Words: 680 - Pages: 3

Premium Essay

Elly

...critical supplier relationships. These practices represent a reasonably comprehensive (though certainly not exhaustive) approach to maximizing value in important supplier relationships. While not a recipe for guaranteed success, these practices comprise a roadmap for systematically negotiating and managing key supplier relationships more effectively. Today’s sourcing and procurement professionals face a multitude of negotiation challenges: from internal negotiations with business units around sourcing strategies; to negotiating agreements with single and sole source suppliers; to ongoing negotiations over individual statements of work, change orders, issues of scope, and the like. This excerpt describes the four best practices related to negotiation and offers some practical ideals about how to implement them. About the study The study was based on data collected from sourcing and supply chain executives at more than 100 companies about relationship management practices with their key suppliers, across six fundamental areas: Evaluation and Selection Negotiation Post-Deal Relationship Management Termination Performance Monitoring Portfolio Governance and Management One hundred fifteen survey respondents were asked to answer scaled questions on specific practices, as well as open-ended questions about their company’s overall approach to supplier relationship management. The bulk of the study details specific findings about each practice, including a...

Words: 8901 - Pages: 36

Premium Essay

Mgt/557 Cell Phone Negotiations

...Cell Phone Negotiations MGT 557 April 8, 2013 Cell Phone Negotiations In today’s society, cell phones have become and necessitate and also have become a billion dollar business. Distributors of cell phones look for maximum profit by buying from manufactures’ at the cheapest price. Not only does price matter in negotiations, but considerations for individual differences such as cultural differences must occur for the outcome of a negotiation to be successful. In today’s economy, it is not uncommon for companies to go overseas for cheaper manufactures’ cost to increase profits. However, American companies who wish to compete internally in manufacturing products face the high labor costs in the United States compared to foreign countries. In this paper, the author will discuss a negotiation between a Chinese and an American negotiation team over cell phone cost per unit and possible influences that go into the negotiations such as gender difference, personality, culture and perception, cognition, and emotion. Summary of Cell Phone Negotiation The negotiation involves two teams, the all-American negotiating team from the United States......

Words: 992 - Pages: 4

Premium Essay

Negotiation Analysis Paper Hr595

...Negotiations Analysis Negotiation Analysis Paper Ivania Castaneda HR595- Keller School of Management March 2013 Introduction Buying a home is a complicated and time consuming process. The purchase of a home is just one of many examples of negotiations that happen in everyday life. It is one of the few places in life where some form of negotiation is the rule rather than the exception. Not all people are effective negotiators. It takes a keen understanding of the process in order to be good at it. This class has provided tools via the review of key concepts and methodology to allow even the not so adept negotiator to be better at negotiating. By informing yourself, preparing, and keeping an objective mind frame we can all use the tools taught in class to become more successful next time a negotiation situation arises. My paper will focus on integrative bargaining. Integrative bargaining (also called "interest-based bargaining," "win-win bargaining") is a negotiation strategy in which parties collaborate to find a "win-win" solution to their situation. This strategy focuses on developing mutually beneficial agreements based on the interests of both parties. This negotiation approach is important because it usually results in more of a positive outcome in contrast to distributive bargaining. The first step in integrative bargaining is identifying each side's interests. Although distributive bargaining is frequently seen as the opposite of integrative bargaining, the......

Words: 2712 - Pages: 11

Premium Essay

Negotiation

...Negotiation Negotiation Plan Team D (NAC) Walden University Negotiation Plan One of the main challenges in the upcoming negotiations with the USSL is the cultural differences between our countries. In order to overcome this barrier, we have to plan our negotiation approach very careful and detailed. According to Lewicki, Saunders, and Barry (2011), “The dominant force for success in negotiation is in the planning that takes place prior to the dialogue” (Lewicki, Saunders, & Barry, 2011, p. 97). The main issues in the upcoming negotiations are: * Number of vessel used per year * Logistics support during the ocean and ground transportation * Freight cost and terms of payment * Geographic distribution over the Americas and other continents With accordance to the presented issues, the objectives in each negotiation session will be as following. Stage 1: A general agreement on the concept of operations, including reaching of consensus regarding further negotiations. Stage 2: Strategic Objectives. 1. Creation of harmonious relationships, based on the integrity and reliability; 2. Determination of the volume of transportation over the five-year period, including general understanding regarding an obligation per each year; 3. Principal agreement on the financial relations; 4. General agreement regarding potential geographic areas......

Words: 931 - Pages: 4

Premium Essay

Negotiation Exercise 2

...Negotiation Exercise 2 PM598 – Contract and Procurement Management 12/10/2011 The negotiation experience that I would like to discuss occurred between the T-Mobile customer support group and me. The negotiation was concerning the switch of my mobile cell phone plan from one mobile carrier to another. The switch would allow me to take advantage of a corporate discount provided by my employer. The contract with T-Mobile was ending and I called to advise that I would not be renewing the contract and I would like to port my telephone number to another mobile carrier. T-Mobile was advised that the second line on the contract was to be terminated and it would not be ported to Verizon. The contract negotiation consists of planning, conducting the negotiation and documenting the negotiation and forming the contract. The first step of the negotiation consisted of planning the steps to verify the existence of a contacting with T-Mobile and to see if there is a contract end date. Communicate and conduct the negotiation instructions for the contract end, confirm the contract for termination fees and line porting fees. Confirm a verbal contract with T-Mobile that indicates contract end date and the early termination fees. T-Mobile confirmed that the lines could be ported or terminated. I advised that I wanted to port the primary telephone line to Verizon and terminate the second telephone line on the account. T-Mobile confirmed that there would be not early......

Words: 1054 - Pages: 5

Premium Essay

Reflection Paper

...Rakesh Desai CEMBA 5711 Negotiations Reflection Paper # 1 10/5/2012 For the Supplier negotiation, I was in the role of the Supplier. My main objective was to negotiate a new contract with ATI (a regular customer) to supply the batteries for their new line of implantable auditory devices. There were 8 issues that were needed to be negotiated. My BATNA was 6000 points because I knew that I can get an agreement with Medtronic and get 6000 points. My priorities from higher to low were Contract Term, Lot Size, Price, Development Fee, Electronic Integration, Inventory, Quality and Volume Flexibility. My underlying interest or reason for contract as my first priority was because my whole negotiation plan was centered on negotiating long term contract term. Furthermore, I was concerned about having a short term contract because my buyer was concern with quality, and I knew that I might have to give into quality. The final agreement included a contract term of two years, lot size of 2000 parts, 3 weeks of inventory, 25% on volume flexibility and price of $335/part. Towards the end of the negotiation I was still concerned about the quality because I went below my reservation price, but since I was able to get long term contract with larger lot size and my asking price, that made this agreement very attractive. In this respect, although I did not achieve my target points of 17000, the agreement was worth 15600 points. This was well above RP of 6000. Although the...

Words: 1832 - Pages: 8

Premium Essay

Scottade

...365 – Managerial Negotiations Professor Richardson Exam Review Exam Layout * Covers Chapters 1 – 10 * 34 multiple choice (worth 2.5 points each = 85 points) * 2 short answer/essays (worth 10 and 5 points each = 15 points) Overview: The exam will cover material from the chapters and class lectures. Use your notes and the class slides as a guide. To further direct your studies, here are some key terms and concepts from each chapter on which to focus. Chapter 1 What are the characteristics of negations? Why do negotiations occur? What are the different types of negotiations? What are the dilemmas associated with negotiating? What is mutual adjustment? What is the dual concerns model with regard to concern for outcomes? Chapter 2 How would you describe distributive bargaining? What is BATNA? What are some examples of hardball tactics? Chapter 3 How would you describe integrative negotiation? What are interests? How do you facilitate integrative negotiation? Chapter 4 What is the difference between strategy and tactics? What is the dual concerns model with regard to substantive vs. relationship outcomes? What does planning involve? Negotiating Style and Individual Differences (Readings 4.1 and 4.2) What are some differences between male and female negotiators? Chapter 5 What are some common perceptual distortions that that may affect negotiations? What are some common perceptual biases that may affect negotiations? How do......

Words: 345 - Pages: 2

Premium Essay

Business

...referred to as “win-win” bargaining or distributive bargaining as well known as “win-lose” bargaining. Negotiator knows that there are too many situational and monetary variables for a single strategy to work in this case and often times the negotiator needs to utilize both approaches to effectively conduct negotiations. In this paper I will provide and explain an appropriate approach what situation the negotiator would utilize the technique. Defining Integrative and Distributive Bargaining There are two common approaches to any negotiation situation: distributive and integrative. Each is useful in specific contexts, and the same negotiator may utilize either or both strategies depending upon their desired goal. The largest difference between the two styles is the circumstance in which they are used. Often when we negotiation a one-time situation or purchase we will utilize a distributive bargaining approach and try to gain the best price or outcome where “we” are the winner and those we are negotiating with are the “losers” In these situations we rarely interact with the opposing party on a regular or future basis and are seeking the best possible outcome for this specific negotiation without interest in building a long-term relationship. In contrast, an integrative bargaining situation occurs when it is possible to produce a greater outcome together than either could reach on...

Words: 2238 - Pages: 9

Premium Essay

Negotiation

...have Internal, External, and Connected types of stakeholders. Internal stakeholders are your managers, Directors, and employee’s External one is your Government, local community, groups, and media. There are three different stakeholders involve in this situation, you have the students, parents, and of course Miami School District. All three people have some type of interest involved in this negotiation. The kids have the biggest interest because they may have to go to a different school, and be away from friends that they grew up with. Also if they go to another school, they don’t know if they are getting better education than their previous school. Depending on the financial income of the parents it will put a burden of the parents, because if they move to different school they might not be in an area where they can use school buses, and parent may not be able to afford public transportation or take them their selves. Negotiation Strategy for concerns of Stakeholder According to the E book Effective strategy and planning are the most important parts for achieving negotiation...

Words: 1181 - Pages: 5