and knowing the concessions you are and are not willing to make, can provide clear parameters during the process. • It is important to define clear negotiation targets, such as: • LAA – Least Acceptable Agreement • MDO – Most Desired Outcome • BATNA – Best Alternative to a Negotiated Agreement Start LOW! No “presents”, give concessions only with something in return Look for multiple creative concessions to enlarge the pie • • • • • Make small and decreasing concessions over time Stay calm
Words: 1111 - Pages: 5
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
Words: 680 - Pages: 3
10/2/2015 ONLINE MGT 430: NEGOTIATIONS Week 1: Negotiation Concepts and Styles “If you’re bold enough to bargain, you can reap big bucks.” Consumer Reports, August, 2013 • Just 48% of Americans have tried bargaining over everyday goods and services in the past three years (2010 survey) • Down from 61% in 2007 • 89% who tried on furniture saved an average of $300 • Cell phone plans, eye glasses, credit card fees, doctors, lawyers, jewelry, appliances – what else? Why Don’t We Negotiate More
Words: 1666 - Pages: 7
the show Frasier as having another 3 years of life and did not want to invest in another 3 years. Additionally, NBC deemed Paramount’s price per episode to high and wanted to minimize what they saw as a loss of revenue. B. What is Paramount’s BATNA? What is your estimate of their reservation price? Paramount was banking on the fact that Frasier was the flagpole show of NBC and its success in the time slot. If they quit NBC, both Paramount and NBC would suffer while Paramount would have suffered
Words: 567 - Pages: 3
Knight Engines/Excalibur Engine Parts SWOT Roles I (Patricia Walrath) was the VP of Sales for Excalibur Engine Parts Company. Karen Bendimez was a representative from Knight Engines Inc. BATNA Going into this negotiation I went in with a set BATNA. I started off asking for $600 for each pistol and did not want to leave with less than $485 for each unit. Unfortunately my other option was to sell the units to Hank’s Super Monster Tractors Inc. for $100 per piston which would have given me
Words: 670 - Pages: 3
Questions to help direct your study for the upcoming exam. On the exam, be sure to demonstrate your complete understanding of all of the issues associated with each question – more information is generally better as long as it is relevant and based on course material. SPELL EVERYTHING OUT & BRING A BLUE BOOK TO THE EXAM 1. Consider “groupthink’ and the video we watched on this topic. Be sure to identify the symptoms of groupthink and discuss ways groupthink can be minimized ore avoided.
Words: 693 - Pages: 3
Maria Arzola WRI 118 April 10, 2012 Luna Negotiation Case Analysis After reading the Luna Pen case, I did not think that Erika’s approach was the best one. All of her actions, although I know were strategic and worked best for her, were somewhat unwise. For example, I though that the first mistake she made was in the very first situation, when she initially decided to contact Feng. She made the decision to start with an open approach, but she failed to realize that there might be cultural
Words: 1090 - Pages: 5
Juan Gutierrez Discount Case Write-Up January 12, 2016 ------------------------------------------------- Negotiating Parties: Me vs. Parking Chairman (SAE Fraternity) The Case: There are about 40 parking spots at my fraternity of Sigma Alpha Epsilon (SAE for short). We have both double parking spots and single parking spots, which are determined on a need basis and by the amount of house points a member who is applying to park has. Currently I hold the most house points within my fraternity
Words: 1092 - Pages: 5
Here I would like to share an up-to-date experience in my current internship. I believe that it will be a very good example to demonstrate what I have learnt from this course. Currently I am working for Rockport as a Sourcing Intern. Rockport is a manufacturer of shoes based in Canton, Massachusetts. My job here is to analyze current vendor performance and provides strategic solutions and improves the efficiency of current sourcing process. After being familiar with the sourcing procedure of the
Words: 716 - Pages: 3
