Purchasing and Supply Chain Management
6th Edition
ISBN: 9781285869681
Author: Robert M. Monczka, Robert B. Handfield, Larry C. Giunipero, James L. Patterson
Publisher: Cengage Learning
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Question
Chapter 13, Problem 13DQ
Summary Introduction
To determine: The concept of BATNA and the way it can be used to plan a negotiation.
Introduction: Negotiation is the process, or skill required to build better relationship. It is important for negotiating service delivery, legal contracts, lease, and sales condition.
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Discuss at least two (2) methods and provide examples of how an effective negotiator can avoid escalating during a confrontational negotiation.
Discuss three characteristics of effective negotiators. Also discuss the role of concessions during the negotiation process.
Explain why negotiators prefer information over any other form of power in the negotiation process.
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- State the resources necessary to support effective negotiation planning and execution ?arrow_forwardWhy is a negotiator’s BATNA the most important source of power in negotiation? Why should a negotiator constantly cultivate and improve his or her BATNA prior to negotiating?arrow_forwardDiscuss the basic structure of competitive (distributive bargaining situations) and two strategies used in distributive bargaining. distributive bargaining has been described as a conflict situation. Identify and describe two tactics employed by negotiators that can escalate insurance between the negotiating parties.arrow_forward
- Why would a negotiator bring in an issue into the negotiation that is not necessary for the business at handarrow_forwardThere are two main approaches to negotiation: collaborative and adversarial. Generally organisations prefer a collaborative approach.Discuss FOUR pre-conditions that are necessary to achieve a successful outcome when a buyer has chosen a collaborative approach to negotiation.arrow_forwardHow can a negotiator use compromise?arrow_forward
- The negotiation process is part of a management process that combines various disciplines and business practices, both based on the experiences of the negotiating parties and a further development from the previous negotiations”. From the statement above, Based on your opinion and analysis, provide what strategies (steps) to become a great negotiator, both in daily and business life?arrow_forwardDistributive bargaining has been described as conflict situation . Identify and describe two tactics employed by negotiators that can escalate tensions between the negotiating partiesarrow_forwardIdentify and describe the three key elements in managing relationships during negotiations. researchers have suggested that negotiators may need to "go to the balcony" what do they mean by this?arrow_forward
- Identify and explain in detail the term “DISTRIBUTIVE NEGOTIATION.” Provide a detailed example that illustrates your definition.arrow_forwardIn the series finale of the HBO series Game of Thrones, Tyrion Lannister reports the outcome of a negotiation to an imprisoned Jon Snow, stating "[n]o one is very happy which means it’s a good compromise, I suppose." What is a win-win negotiation? What are the characteristics that make for a win-win negotiation? Does Tyrion's statement describe a win-win negotiation or something else? Do you think it is realistic for two sides of a bargaining table to walk away truly happy?arrow_forwardThe informational source of power is considered the most important power in negotiation. Explain why negotiators prefer information over any other form of power in the negotiation process. Provide an example of how the power of information can be used in negotiation.arrow_forward
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