Question

Planning is the essential part of a successful negotiation. As a negotiator, we need to employ certain tactics to achieve the desired outcome. A good negotiator will ask himself the following questions;

• Should I put the first number on the table or wait for them to make the first offer?

• Should I negotiate on their turf or insist they come to my place of business?

• Should I tell them what I really need or hold something back to use as negotiating items at a point later in the negotiations?

Having asked ourselves these tactical questions we quickly realize that there is no way to intelligently answer them without developing a strategy or framework on which to proceed with the negotiation. This mapping process results in realizing that we need to consider some very different issues to be successful. Without this we will most certainly enter into a deadlock situation or at best get a fair settlement of the negotiation. To maximize the results of a negotiation we first must consider the following core information:

By answering the following question, provide a list of (7) core topics (˚) you would provide to a new buyer in your organization to help him plan his negotiation map.

• What will the respective parties do if they do not come to an agreement? Are there alternative to a negotiated agreement? What are they? Discuss these briefly, identifying the pros and cons of four (4) of the alternatives from, both the buyers’ and sellers’ perspective.

• When entering into a negotiation or planning for one, is it important to determine who the “parties” are in the negotiation? Discuss your answer when dealing with the three (3) most common types of business encountered as a supply chain professional.

• We say that interests are important when planning our map to our negotiation goals. These interests can involve needs as well as wants and may form the basis for what our opponents have set as priority goals for them. Having said that, do these interests need to be stated directly or may they be implied? Explain your answer’s importance to your strategy (s) in your plan.

• In negotiations, the concept of “value” is important when planning your strategies and ultimately achieving your goals. In our previous courses we defined value as consideration. Using consideration how might you plan a negotiation to achieve your goal?

• Why do we need to identify and understand what our barriers are when planning our negotiation?

• Discuss the idea of power when negotiating. Include the types of power, and how each may influence the way we negotiate?

Answer 1

1)If parties do not come to an agreement they might either compromise with some effective communication resulting in an agreement that both parties satisfy on , although you may be fix on your goasl but let others explain their ideas too & not to agree based on emotion.Yes there are alternatives to a negotiated agreement even if we take part in the negotiation , we are aware of our alternatives away from the table, negotiation preparation should include of your BATNA or other negotiated best alternative agreement. The pros of negotiated agreement are an alternative can enhance the relation between parties once the agreement has been reached between them , opting for negotiation instead of litigation may be less expensive for the parties & may reduce delays . Cons are the parties to dispute may not come to a settlement , lack of legal protection of the parties to the conflicts , imbalance of power between parties.

2) Yes , party identification is important because it increase or even shift by motivating events or conditions in the country . In supply chain managing professional work with external partners to procure parts & raw materials needed to produce  product create inventory & sell products to outside market. Business in it are Conquering supply chain complexity, Wrangling data, deploying supply chain analytics.

3) Interest & planing if done for negotiation goals or are already set then that should be directly stated & implied because it will some fow make a good change in the market of negotiation for the parties as thy always look for positivity with their future contract of negotiation which gives an executive implimenation to them

4)If we consider a contract to be valid with its terms & condition being properly fullfilled with agreement by the parties after negotiation it will result good achievements to them.

5) Barriers are like check to our misguidence or bad working which gives us give & bettrer woking conditions later on in near future not to commit the same mistake all the time.

6) Ideas while negotiating to give us power are: -

>dont be afraid to ask what you want to ask

>shutup & listen

>always be willing to walk away

>aim high & expect best outcome

>focus on other side of pressure not yours

>show others how their needs will be met