Negotiation

Planning for Negotiation: Form 1

Negotiation Title: Accelmedia

Your Role: Buyer

Instructions: Place your response next to or immediately below the question; single space responses and double space between questions. For credit do type.

1. Briefly State the issue.

Accelmedia needs a temporary supplier of processors for the AMPro 50 since their current supplier has suspended delivery for a year. They need to reach an agreement with GTechnica and they do not have any other options.

2. What is your goal?

a. Reach an agreement within allowable range.

b. Possible promotion or benefits for lowest possible price.

c. Protect company reputation by preventing the delay of supply

3. What is/are your:

a. Opening/Target? $16

b. Interests? (List in priority order)

i. Lowest price

ii. Quick supply

iii. Premium quality

c. Resistance point? $30

d. BATNA? No other alternatives available; pay maximum of $35 in order to protect the company's reputation.

4. What is the other party's goal?

a. Sell processors at highest possible price

b. Possible future contracts

5. What are your needs /interests (in priority order)?

a. Promotions or bonuses

b. Satisfied customers (job security)

c. Respect from employer, coworkers, etc.

6. What are the other party's needs/interests?

a. Obtain a new customer

b. Create a positive reputation

c. Establish