Question: You are negotiating terms with a small supplier of a critical component in your manufacturing process. You receive 100 units monthly. Your project needs 150

You are negotiating terms with a small supplier of a critical component in your manufacturing process. You receive 100 units monthly. Your project needs 150 units/month for the next 6 months and perhaps as many as 200 units/month after that. You’ve been satisfied with the supplier’s quality. However, therehave been two occasions where late deliveries have forced your teams to perform overtime to meet customer commitments. Another vendor has offered you a 20% discount for the 200 units per month if you sign a one-year contract with him. However, you do not know anything about the quality of his work. (Simulation Negotiation )

Bargaining power:

-Me:?

-My counterpart?

Interests and Objectives?

-Me:?

-My counterpart?

Batna:

-Me:?

-My counterpart?

Zopa:

-Me:?

-My counterpart?

Watna:

-Me:?

-My counterpart?

Obstacles:

-Me:?

-My counterpart?

Style and Tactics:

-Me:?

-My counterpart?

Alternatives / options:

-Me:?

-My counterpart?

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