Question

Negotiation assignment

• Detail what group you were in (buyer or seller)

• Identify what the Target Points and Resistance Points were for both sides.

• What was your groups negotiation strategy?

• In your opinion what was the BATNA?

Answer 1

I was in the Seller Group. We were responsible for making a strategy used for making the sale of our products convincing buyers to buy the product.

The target points for seller group were the value proposition and the quality of the product that we were selling to our consumers. The resistance from buyers was for the high price and lower-priced alternatives available in the market.

The strategy of our seller group was the product differentiation that we had in our products as compared to the lower priced products which were pretty basic and the number of features was even lesser. The negotiation was based on these select features which were adding more value to our products.

The alternative negotiation alternative was the use of quality material that we did in our products which were not available with other alternatives and hence the durability of our products at a competitive price.