consider a situation where you are negotiating with Wal-Mart for your family farm’s milk. Confronted with various hardball price challenges, what type of negotiation situation would you use: distributive or integrative and why? What are your key negotiating principles?

Discuss the relationship of price to value. Does a low price necessarily mean a better value? Give an example to illustrate your opinion.  How can a firm offer good value in a mature market where price seems to be the only visible means of differentiation?

Why are concessions important during a sourcing negotiation? How do the parties to a negotiation demonstrate their willingness to compromise?

Hi, please read the attachment and answer the questions below. I am the buyer in this negotiation.  What strategies will you be using in the negotiation? Do you want to make the opening offer?  Why or why not? What strategies do you expect to see from your counterparty? How will you prepare to meet those strategies? Given your scenario, what other information is important for you to keep in mind while negotiating?

Why competition bidding is not very likely in regulated industries such as electricity distribution and telecommunications?

A manufacturer of motor oil has a trade discount policy whereby the manufacturer’s suggested retail price is $30 per case with the terms of 40/20/10. The manufacturer sells its products through jobbers, who sell to wholesalers, who sell to gasoline stations. What will the manufacturer’s sale price be?

Do competitors in the same line of business agree to price fix their goods or services

Hi, please read the attachment and answer the questions below. I am the buyer in this negotiation.  What do you think that the most important issues are for your counterparty in the negotiation? What do you think is your counterparty’s BATNA? Reservation price?  Target? What parts of the scenario work in your counterparty’s favor?

How do we arrive at the " Net Delivered Cost of Purchases?" What is an "allowance" and why would a merchant offer your one? Is the allowance a negotiable position for the buyer? Can you negotiate an allowance to your favor and how would you do so?

Are the meetings held to negotiate the prices?