Soria M2

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School

Montclair State University *

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Course

561

Subject

Management

Date

Apr 3, 2024

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docx

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Uploaded by ProfessorButterflyMaster855

Steven Soria MGMT 566: Negotiation in the Workplace Wencang Zhou, Ph.D. M2 Assignment: Planning Document for Exercise #1 3/7/23 Role: Pat Hammer, East Coast Vice President of Sales for Anderson Coffee Issues to be negotiated-  Why do they feel this location is a good fit for Anderson Coffee?  How much does Anderson coffee charge the Statler hotel?  How often will the hotel purchase the product over the course of the year under contract?  How many pounds of beans are they expecting? Your position and interests on each of the negotiation issues-  My position on the case is if this deal will end up closing. Having the Statler Hotel as an account is a great opportunity for us but will it be worth it in the end? With them not agreeing with the price is it worth negotiating down when the Statler Hotel is the one to reach out to us? The issues are the price of coffee, Incentive from the CEO, How many pounds they expect to buy, and the date the deal will close. We are a superior supplier compared to others and the Statler Hotel should buy our product. The priority of each of negotiation issues-  My goal during the negotiation is to ensure that I remember what a VP believes is best for the company, and not go below $7.25 per pound. Additionally, every penny spent on the increase in prices will result in a fifty-dollar profit increase.  If putting the issues in order it would be the price of a coffee per pound, how many pounds will they purchase, my incentive, and lastly the closing date. Your BATNA and Reservation Point-  At the end of the day, I still have local customers who are willing to pay well and come with fewer stipulations. So, unless they're willing to sign a contract agreeing to purchase a max of coffee supplies every 14 days throughout the year, I would have to pass on the new location. Your Target Point-  I am looking to find out what the highest price they are willing to pay for Anderson’s Coffee to be handled at this Hotel location. Your sources of power and negotiation strategies-  My sources will be the amount we charge to customers who are more conveniently located, and less shipping cost. Your best estimate of your negotiation opponent's position, interests, BATNA, reservation point etc.-

 My best guess is that we should start negotiations at $8.50, with the ability to go down if necessary.

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