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 7DQ
Summary Introduction
To explain: The strengths and weaknesses that might be brought to the negotiating table by the buyer and the seller.
Introduction: Negotiation is the process, or skill required to build a better relationship. It is important for negotiating service delivery, legal contracts, lease, and sales condition.
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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?
Read the passage that attached and answer the following questions. I am the SELLER in this situation.
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?
Discuss 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.
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Similar questions
- What are some of the questions a negotiator should ask when attempting to assess the win-win (integrative) potential of a negotiation situationarrow_forwardThere are two dilemmas faced by negotiators when they pursue their mutual interests. Identify and describe what the two arearrow_forwardWhat are three options to consider when searching for win-win alternatives in negotiation? How does each option work?arrow_forward
- Read the passage that attached and answer the following questions. I am the SELLER in this situation. 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?arrow_forwardWhat are some of the misperceptions about the meaning of a win-win negotiation? Why do these misperceptions contribute to leaving money on the table in negotiation situations?arrow_forwardWhat are some examples of acceptable versus taboo trade-offs in negotiation? How does the taboo trade-off principle operate within systems of sacred and secular values?arrow_forward
- Explain why negotiators prefer information over any other form of power in the negotiation process.arrow_forwardHi, please read the attachment and answer the questions below. I am the buyer in this negotiation. Given your role, what are the most important issues in the negotiation? What is your BATNA? What is your reservation price? What is your target? What parts of the scenario work in your favor?arrow_forwardWhen was a time in personal or professional life where a goal affected the negotiation process? What was the goal, and how did it influence the negotiation?arrow_forward
- 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?arrow_forwardWhat are some considerations people might have in a negotiation that are not necessarily monetary in nature?arrow_forwardYou are the recently appointed expatriate manager of a subsidiary of a large multi-national enterprise, located in a developing country in Africa. Your first project is to re-negotiate a contractual agreement with a longstanding local supplier. However, you have been madeaware that the local supplier is in final discussions with a rival company to gain exclusive access to the same materials, which are essential for your company’s production process and supply chain. Discuss how you would approach the negotiations with the local supplier. please describe the five stages of negotiation.arrow_forward
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