Negotiation Planning

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School

Arkansas State University, Main Campus *

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735

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Business

Date

Nov 24, 2024

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xlsx

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Uploaded by katinatigers

TOOL Negotiation Planning Overview: This tool provides for the efficient planning of negotiation involving multiple issues. To use the tool to prepare for negotiations: 1 Identify the name of the potential supplier, the RFP # that the negotiation is in response 2 Determine your overall goal and objectives for this negotiation (i.e., what you hope to a 3 Identify and determine the relative importance of each of the issues/items that need to 4 5 Rank the importance of the identified objectives (with their relevant issues/items to be n 6 7 Determine your BATNA. 8 9 Establish your negotiating position based on the preceding analyses and the resulting 10 Conduct the negotiation using this planning tool and the Negotiated Agreement Scorec 8 Bidding, Negotiation, and Contract Management Cornell Nolan School of Hotel Administration Consider the other party and gather information to determine the relative importance o wants may compare to your own). Identify any additional issues/items they are likely to relevant (this may be added to an existing objective or may require adding a new objec Prepare the Negotiation Scorecard according to the instructions provided with it. Use th acceptable possible outcomes for each of the issues/items. Map your strategy for achieving your objectives by identifying the issues/items that you in exchange based on the importance of the issues/items to each party.

e to, and the date of the negotiation. accomplish). be negotiated to achieve your goals and objectives. negotiated) to achieving your overall goal. ranks/weights assigned to each of the issues/items. card. © 2022 Cornell University of each of the issues/items to them (i.e., determine how their needs and o bring into the negotiation and include them in the planning tool where ctive). he rankings to determine the weight of each issue/item then identify the u are willing to trade to the other party and what you would expect to receive

Negotiation Plannin Supplier Name: Mauser Your Overall Goal for Negotiation: Trying to get them to do a special marking on the outside for the lined and unlined dru Supplier Perspective Considerations: This is an extra step and would change their whole production process. Not sure if it is w Rank Objectives Relevant Issues 1 2 Minimize cost for new process 3 Eliminate wrong drums being used Be able to tell the difference between the two drums just by looking at them. Production, shipping, receiving, and purchasing. Purchasing, accounting, and customers Production, shipping, receiving, and purchasing.

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Your Position: Currently $46.86 per lined fiber drum, could go up to $47.00 per drum for the added step with 43 visible marking on the outside showing they are lined. Payment terms are Net 30 from date rece

ng Worksheet RFP #: Date: 9612 8/15/2023 ums. Both drums look exactly the same on the outside. worth the hassle Strategy to Obtain BATNA Focus on a quick easy plan to tell the difference. Purchase from Mauser under the terms and conditions, negotiated on 7/18/2023 Keep costs down to satisfy customers demands. Focus on visible difference to help production when getting the proper drum.

32 drums wrapped on pallets delivered every month. Drums should have a easily eived.

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Negotiation Plannin Supplier Name: Big Red's Bakery Your Overall Goal for Negotiations: Establish preferred vendor to supply hamburger buns that meet company specifications Supplier Perspective Considerations: Rank Objectives Relevant Issues 1 Minimize total cost per unit 2 Ensure freshness and quality Delivery frequency 3 Packaging type/shipping containers Your Position: Supplier is eager to add new customers to fill existing capacity. They have been known t are able to reduce production costs as a result. Existing delivery schedules will suit our require cash on delivery. Purchase price, inventory and handling costs, payment terms Reduce packaging waste and disposal

$8.75 per dozen for 4x per week delivery with minimum order of 24 dozen. Deliveries sh should be reusable, returnable, and stackable. Payment terms of 1% 10 net 30.

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ng Worksheet RFP #: Date: 319 7/21/2021 and with the lowest total cost impact. Strategy to Obtain BATNA to negotiate on purchase price under volume scenarios especially when they requirements if minimum order quantities are not too high. Do tend to Focus on purchase price. Concede/trade interests in payment terms, delivery service, and/or packaging materials to gain favor/achieve lower prices. Should be balanced with delivery frequency/minimum quantities... higher prices means more frequent delivery and/or lower unit costs. Purchase from Bulldog Bakery under terms and conditions negotiated on June 24, 2021. Focus on frequent deliveries and minimum order quantities. Supplier has established delivery routes which may limit frequency… trade interest in delivery services and/or packaging type. Strive for reuseable and returnable… trade interest/make concessions on this item as needed to achieve previous objectives.

hould be unloaded, reconciled, distributed, and stocked. Delivery containers

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Negotiation Planning

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