WHATS AT STAKE 3

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Wayne State University *

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7780

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Management

Date

Apr 3, 2024

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docx

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Uploaded by cooperabrams1998

Cooper Abrams MGT 7780 Professor Thomas September 27, 2023 What’s at Stake #3 Dr. W.F Donahue will need to be very upfront and honest with Dudley. Both parties have quite a big issue with one another so it will be tough to get both on the same end of the spectrum. However, maybe they can meet in the middle by using the integrative negotiation process. From Donahue’s position, I would begin the conversation by hearing Dudley out and to find out why he wants the same tomatoes and for what purpose. Donahue nevertheless will need to be understanding of Dudley regardless of their past with all the drama & lawsuits. Once, I feel I have a good understanding of why, where, & how I will begin to diagnose how to level the playing field. As stated in the role play, Dudley’s company is much larger than Donahue’s with a lot more buying capital. If the product of tomatoes is going to the highest bidder, then Donahue will need to generate alternative comprises to the problem at hand. Profit for both Donahue and Dudley are on the line here. It will be very important to have Donahue show why the purchase of tomatoes to produce this drug to treat the outbreaks in the area will be of medium to large profit for his business then figure out how Dudley can also make profitability with what he is looking to do with the tomatoes. If Dudley’s goal is to try and experiment with biological warfare research, then Donahue has a lot of room for negotiation. With Dudley simply wanting to test the product for research, Donahue can bargain with Dudley. The next crop won’t be ready for at least nine months. Donahue will need to show Dudley how this new drug will be profitable at least for that time period where there are no tomatoes available. The two parties will have to meet in the middle of the spectrum. Donahue will have to bargain with Dudley to purchase upwards of 75% of the available tomatoes, while Dudley receives the other 25%. The tomatoes will be bought under one bulk purchase and divided out. The profit from the drug may be another negotiation tactic that either party can or may use to help level the playing field.

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WHATS AT STAKE 3

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