...EXCALIBUR ENGINE PARTS – NEGOTIATION PLAN 1. What is your BATNA (Best Alternative to a Negotiated Agreement)? Sell the pistons to Hanks Super Monster Tractor for $300 / piston 2. Why it is the “best” alternative? * No other viable alternative available if we decided to go without major losses. * Better than not selling at all considering the poor demand for specialized pistons in the market 3. How acceptable your BATNA is to you? This is a very poor BATNA to sell the pistons at a significant loss 4. What are the implications of this acceptability for the way you approach this negotiation? * I’ll try to cut the deal with Knight Engines even if requires to offer some concessions. * If there are no profits for this quarter then the trust of the shareholders will be at stake. 5. Does it seem (initially) that one party is more dependent on getting a deal than the other party is? If so, what are the implications of this potential imbalance? Initially, it does look like we are more dependent on getting a deal with Knight Engines as our BATNA is very poor and we need a good outcome to avoid losses this quarter. But having said that it looks like the other party is also dependent on us because they need to fulfill an order with the government. Also, purchasing 8000 good quality pistons 2 weeks would be a difficult task for them. 6. Decide what the relevant issues are that you want to negotiate. Issues: a. Sales price b. Number of pistons c....
Words: 708 - Pages: 3
...* Negotiations * “The perfect negotiation” * Phase 1-Preparation * Decide what you want and prioritize your wants -High importance: those you must get if you are to agree at all. -Medium: those that you would prefer to attain, but are not critical -Low: those that you would like to attain, but would not let them jeopardize the deal Assign ranges of possible values to each want Ex: 100-150 euros or “will deliver by Friday” * Phase 1- Preparation Issues Wants Importance Entry Exit Problems your ideal high, med, low should be walk reasonable away * CHECKLIST FOR PREPARATION 1. What are the negotiable issues? 2. What do you want for each? 3. Rank each by it’s importance to you * -High absolutely critical – certain or no deal * -Medium – important but not critical * -Low – like to achieve but would not sacrifice the deal if not obtained 4. What are your entry and exit limits? 5. Entry terms should be reasonable 6. Exit terms are your “walking away” positions 7. All prepared positions could be revised if circumstances suggest changes are advisable * Phase 2-Discovery -Ask open ended questions “How’s business?” “What do you hope to get out of today’s negotiation?” -Listen for clues to what they really want, take notes, the more they talk the better -What criterion are you using? What are your priorities? How do you calculate those numbers? How do you feel about...
Words: 916 - Pages: 4
...------------------------------------------------- Negotiation project Seller November 24, 2013 giang hoang Arkansas State University – Fall 2013 November 24, 2013 giang hoang Arkansas State University – Fall 2013 Preparation 1. Explain your negotiation framework regarding price; i.e., what were your minimum – target – maximum and how did you arrive at those numbers? Our potential customer is ASU Cosmetics. It is opening a distribution center in Jonesboro, Arkansas. This company has a manufacturing plant in San Francisco and one in Clinton, CT. Now, they need a carrier to handle finished goods freight between Jonesboro and San Francisco. In addition, they also have a supplier in Saint Louis that ships components to the plant in San Francisco. Thus, if we can negotiate the business for both the headhaul and backhaul trips, we will pick up components at Saint Louis, run to San Francisco, unload components at the manufacturing plant, then pick up finished good and handle finished goods freight to Jonesboro and unload them at distribution center. Typical prices being charged in the lanes being served from $1.85 to $2.15 per mile, with the higher rates being related to higher on – time service performance. Thus, our maximum price will be $2.15 per mile. In addition, if we can find a backhaul in the Jonesboro area to cover our out-of-pocket costs on the return trip, our price will drop to $1.78 for the round trip. Thus, our minimum price will be $1.78. Our target price...
Words: 3110 - Pages: 13
...Materials: CoursePack ID # 369570 or 369571 or 369574 or 369575 from Xanedu.com To determine which coursepack you should order, please see the file on Blackboard “Which Coursepack You Should Order” To purchase the required CoursePack for this course: 1. Go to: http://www.xanedu.com/login.shtml?PackId=369570 (Your coursepack ID may be different from the example link above. Please insert YOUR proper ID number.) 2. If you have previously registered for another CoursePack, log in. If not, click the Register link underneath the Students heading. Complete the registration page and click Continue. 3. Confirm your CoursePack selection and click Continue. 4. Complete your billing information, confirm and click Continue. 5. After completing the purchase pages, you will be taken to your CoursePack. 6. If you have problems, contact XanEdu Customer Service at 1-800-218-5971 (option 4) or email cust.serv@xanedu.com. 7. Each individual student must purchase his/her own access to the CoursePack. Once you have access to your CoursePack, you can print it from your desktop printer. You can also access the coursepack online at any time. Or if you would like to order a printed hardcopy from the publisher, you may do that as well. However, it will cost a bit more. It's up to you. You WILL need these materials to pass this class. The cases and readings are the basis for class discussion and the content will be...
Words: 2355 - Pages: 10
...You Decide Estrella Fernandez ececa_1@hotmail.com PROJ-598-16361 Professor: David Garrett Introduction I am currently the project manager for ZAP Pharmaceutical Company. Currently, I am managing a large IT project in the healthcare industry for ZAP. My project objectives are to refurbish an existing office building, install the IT infrastructure, and outfit the area for use as a new telephone answering hub for the company. All contracts associated with this project are fixed price contracts and we have three main issues that need resolution. Issues 1. Bear’s Construction Company is making a claim that it is not responsible for inspections required by the local township. Bear has produced a memo signed by John during negotiations that states that ZAP is responsible for all permits and inspections. The contract shows that Bear is responsible for all inspections. 2. The contract states that carpeting must meet a specific wear rating. It also prohibits the use of any non generic materials within the work of the contract. This would include carpets with special wear rating, because these would be non generic materials. Anne has already purchased and begun the installation of the generic carpet that does not meet the wear rating. 3. Sheba’s Office Equipment has informed you of a minor typographic error in the contract with you to provide office equipment for this project. In the contract, it states Sheba shall be paid as follows $350,000 (Three hundred and fifty...
Words: 797 - Pages: 4
... COLLEGIUM ALTUM): TUESDAY: 10.00 – 11.00 THURSDAY: 11.00 – 12.00 SUBJECTS CLASS 1 2 3 4 5 6 7 Introductory class Effective presentation. Stereotypes and prejudice – barriers stemming from cultural background The significance of cultural environment in international business. Verbal communication in international business. Nonverbal communication. Symbols and values SUBJECT CLASS 8 9 10 11 12 13 14 15 SUBJECT Cross-cultural negotiations I. Cross-cultural negotiations II. Culture Clash. Group projects’ prsentations Group projects’ prsentations Group projects’ prsentations END-TERM TEST Discussion about the end-term test. Terms for passing the course • • • • Case study; Group Project (Presentation); End-term test; Attendance. Case study • Case studies will be available on moodle a week before class • Please read the text before class and bring it for class. Case study • Group work during class • 3 points can be obtained per each exercise/case study. • You can score max 24 points (8 classes x 3 points). Group project • Two-person groups; • Presentation of any country except: Asia (China, India), Arab countries, Europe (Germany, Spain, Finland, Poland), United States of America ; • You can score 36 points: content: 18 points;...
Words: 544 - Pages: 3
...Running head: PROBLEM SOLUTION: M-CORE Problem Solution: M-Core Turkessa Amoah University of Phoenix Problem Solution: M-Core M-Core is a subsidiary of Silatel Corporation. M-Core is a company that develops and multi-core processing chips for computers. M-Core prides itself on its revolutionary technology and is attempting to combine four or more processors on a single chip. “If successful the processors will provide 10 times the processing power of current high-speed processors that are available on the market, while at the same time eating up less energy.” (University of Phoenix, n.d.) In order to facilitate M-Core in the production of the new processor chips Silatel has purchased a research facility in New Oxford to use as a manufacturing plant. New Oxford is a small New England Town. The people of New Oxford are mainly hardworking, laid back people who are very proud of their homes and neighborhood. Many of the residents of New Oxford welcome the new facility, as a way to increase revenue for the area and create much needed new jobs. M-Core is attempting to build the new facility by purchasing the homes of the residents who currently occupy the land for a price above what the homes are worth. Most of the residents have been happy to take the company up on its offer but three residents have been unwilling to relocate and sell their homes. M-Core has asked the local politicians, including the mayor to help persuade the residents to sell their land. This paper will...
Words: 4498 - Pages: 18
...HRM 703 Week 1 Overview: Upon completion of this week, you will be able to: 1. Discuss the employment relationship between workers and the company. 2. Discuss how employers can exist without unions but unions cannot exist without employers. 3. Identify reasons why workers unionize. 4. Discuss why unionization is declining in the United States. 5. Analyze the difference between the public sector labor relations and private business. Introduction to this week's topics: Labor relations is the set of processes and activities unions and employers develop and use to clarify, manage, reduce, and resolve conflicts between employees and their representatives while accommodating the various goals of each. The practice of labor relations is governed by contracts negotiated by and agreed to by both parties. Contracts are renegotiated periodically to take into account changing goals and objectives of both parties and changes in the economy and society. Within larger employers that operate several establishments, labor relations will differ depending on what is produced in each establishment and whether different unions represent employees in different establishments. Employers would like complete freedom to alter the terms and conditions of employment in their workplaces, as necessary, to maximize returns on investments and achieve organizational goals. While labor is somewhat mobile, with workers able to move between employers as opportunities occur,...
Words: 7520 - Pages: 31
...Conflict, decision making, and organizational design At Anthem, conflict negotiation is pretty much taught as the rule not the exception. We’re trained to deal with conflict and negotiation strategies to help ourselves get out of the conflict. It’s part of the job and expected that customers are not always going to be happy with Anthem and as such are going to want something in return for their frustrations. We often get customers calling in, most of the time due to their own fault with frustrations over not understanding their coverage, going to non participation providers, or health services not covered. This is when the ball is in our court and we pretty much get to decide if we want to help the customer, but some are more persistent than others in the fact that they want to get more than they technically deserve. There are also customers who have had problems due to someone in our organization not doing something right and they deserve a speedy resolution. Negotiation strategies differ on both of these. If it was due to their negligence, we are taught to offer sympathy and education as far as what the customer can do to avoid issues. If a customer is persistent about wanting something back we’ll take it on a case by case basis and check out their payment history and see if they’ve had credits before. If so we’re less likely to offer anything, but we’ll normally start with a promotion instead of credit to see if the customer would like something off in the future...
Words: 2193 - Pages: 9
...Wife New Job: 50+Hours/week; Yearly Salary $ 40,000 Resides Close to Parents, and Sister (unmarried) Ex-Husband New Position: 15 Years Tenure; Yearly Salary $ 65,000; Substantial Vacation and Leave time; Flexible Hours. Resides an hour drive; Close to Parent. Children: James & Joni Active in Sports & Church Currently Residing with the Mother Emotional Distraught 3. Goals Joint Custody: Wife being the primary custodial parent Visitation: Every other full weekend Alternating holiday schedule (switching holidays from year to year as well) Six weeks during the summer and every other school break time Equal responsibility for transporting to/from Insurance & Child Support: Husband Provides Insurance and Pay a significant Child Support Payment 4. Objectives Deciding on the basis of will is costly: Situation: Make sure to put the children’s needs first, not what you personally want. The case for using objective criteria: Make a decision based on a principle, not pressure. There’s no way that someone can say you took advantage of them if your argument is based on facts instead of wants. “No one backed down; no one appeared weak - just reasonable.” (Fisher, Ury, &, Patton, 85). Situation: Concession and Offer: Example; you can have the kids on Christmas if you pay me double the child support for the month. Developing objective criteria: Principle negotiations = two questions. “How do you develop objective criteria...
Words: 2674 - Pages: 11
...System Modification for Japan Luke Sky Walker University of the Anonymous 29.052016 Professor Darth Vader 1. What did you notice about the way the opportunity for this project came about that was an unusual business practice for Infosys? the opportunity came in such a way that Infosys Japan didn't receive a "Request for Proposal" for the new project on the system application of "Voice Over Internet Protocol" by Nippon Tele Communication. As Infosys believed they had a good chance since they had previously worked with ATC in their IT system development. Not letting the opportunity simply go by, Infosys asked ATC to recommend them to Nippon Tele Communication, Which they did. 2. Describe the contract negotiations. In what way were these negotiations a departure from the way you would have expected negotiations to be conducted? According to the business dictionary, contract negotiations is the Act of two or more parties discussing points of a potential partnership arrangement. The goal is for an agreement to be made that is beneficial to all involved parties. Discussions may go back and forth between parties until all points have been agreed upon. The end goal is an arrangement that is both fair and equitable to each party.(Business Dictionary 2016) But, in this case, the contract, the negotiation between Nippon Tele Communication and Infosys was unusual since Infosys got involved in Nippon Tele Communication's project without receiving a request for proposal (RFP). Even...
Words: 1153 - Pages: 5
...Negotiation Skills Training Manual 2006 By Desmond Oliveira Corporate Dimension Business Management Services [pic] Index Topic Page What negotiation is and why it is important Adversarial versus co-operative bargaining Planning the negotiation Preparation checklist Development exercise 1. Case study How to structure negotiations Personal power and how to increase it Development exercise 2. Personal power Behavioral analysis How to deal with behavior styles Development exercise 3. Behavioral styles Negotiating tactics Movement and concessions Dealing with price The closing stages The 40 most common mistakes in negotiation Development exercise 4. Role-play Development exercise 5. Action planner 3 5 6 9 12 17 19 21 22 25 27 28 33 36 37 38 40 43 [pic] 1 [pic] Negotiation skills Welcome to negotiation skills, Volume 3 in the sales skills library. This manual has been written especially for salespeople, sales managers and sales trainers. It contains valuable information on how to negotiate more effectively. This manual can be read as a book, or used as a source of reference material where specific needs, or issues arise. The range of titles in this series is: Volume Title 1 2 3 4 5 6 Selling skills Booking appointments by telephone Negotiation skills Presentation skills Time management Customer care [pic] In each manual you will find information on each topic...
Words: 9758 - Pages: 40
...Background With my wife, we decided in October to buy a (used) 2nd car for the family. She actually already owns a small 7 years old city-car, with an overall quite good condition both in terms of mechanic and automotive, but since she takes our children to school every day through some country roads, we just wanted to be reasonably confident that nothing could happen about the car engine. 1. Preparation of the negotiation We (my wife and I) started to prepare the negotiation from one main assumption: knowledge is truly power. Since normally in the car buying system the car salesman has the most information, we decided first of all to gather all the information we could in terms of price, facilities, characteristics etc. about the car she would have loved to buy. We took all these info’s going to one official dealer in town, plus other non-official mono-brand dealers selling the same car. Only after having all the above information, we would have gone to one specific dealer that we knew had the (used) car we wanted. Before starting any negotiation, we tried to figure out what could be the dealer’s target or, better, we prepared three MESO’s based upon some considerations and insights about how the dealers make money, that is: 1. They can make money selling the (used) car for more than what they paid to buy it. 2. They can (also) make money on the back end, selling “additional services ” like financing, extended warranties, and dealer add-ons like rustproofing etc...
Words: 1651 - Pages: 7
...Article Review 7.1: Best Practices in Negotiations Article Review HR595 Negotiation Skills Course Instructor: Wendy Chung April 14, 2010 Week 7 Submitted by Bob Figone What is the problem or issue that necessitates such an article be written? This article comes directly out of both textbooks (Chapter 12 in Essentials of Negotiation, page 256 and Article 7.1 in Negotiation – Readings, Exercises and Cases, page 485) we have used for this course. It is a summary of what we have learned about the field of negotiation. It reminds us that negotiation is intrinsic in our lives and confronts us many times each day. This article is a reflection by the author’s using a broad view of best practices for negotiators to focus on in order to improve negotiation skills and techniques. What strategies or techniques are used to solve the problem or address the issue? The article lists Ten Best practices for Negotiators in a table and continues to explain the importance of each. The table from the text is as follows: |Ten Best Practices for Negotiators | |1. Be prepared | |2. Diagnose the fundamental structure of the negotiation | |3. Identify and work the BATNA ...
Words: 2145 - Pages: 9
...Developing Negotiation Skills in the Classroom: A Case Simulation Maureen Hannay Troy University ABSTRACT Effective negotiation skills are required in all positions and at all levels of modern organizations. Employees in the human resources department utilize these skills on a daily basis when they deal with such items as new hire packages, salary increases, performance issues, labor contracts, and terminations. Research indicates that by using practical, real-life simulated negotiation scenarios, learners can develop more effective negotiating skills. This paper introduces a case where students can be assigned to a management team or a union team to negotiate a mock collective bargaining agreement. Guidance is provided on how to apply the case in the classroom and facilitate the discussion at the conclusion of the exercise. INTRODUCTION Employees in every organization utilize negotiating skills on a daily basis. From negotiating deadlines and workloads to prices of supplies and contracts with unions, negotiations range from the small and mundane to the large and exceptional. A company with effective negotiating capabilities can gain a competitive advantage, reduce costs, increase profits and improve relationships (Masters, Albright & Irr, 2003). When identifying the ten managerial roles that leaders perform to accomplish organizational objectives, Mintzberg (1973) classified the role of “Negotiator” as one of the essential decisional roles that must be executed by managers...
Words: 5699 - Pages: 23
