WalMart, the world's largest retailer, sold $514.4 billion worth of goods in 2019. With its
single-minded focus on "EDLP" (everyday low prices) and the power to make or break;
suppliers, a supplier partnership with Walmart is either the Holy Grail or the kiss of
death, depending on one's perspective. There are numerous media accounts of the
corporate monolith riding its suppliers into the ground. But what about those who manage
to survive, and thrive, while dealing with the classic hardball price negotiator? If you
worked for the household goods giant, Proctor and Gamble, how would counter a
powerful negotiating partner, like Wal-Mart? What factors would P & G need to take into
consideration?

Define BATNA. How does it help a negotiator? Provide a specific example of how you
believe it may be applied in professional selling.

4. In negotiations, we, generally, try to either claim or create value. In your view, how does
each type of value benefit and create an advantage for a negotiator? Provide a specific
example for each to strengthen your argument.

5. Planning, preparing and executing the right strategy is the most critical part of a
negotiation. Read the below mini case study:
Business partners Joseph Luso and Brian Crozier created UseMyBank, a Toronto-based
financial services provider catering specifically to internet users and e-merchants. They
appeared on "Dragons' Den". This is a highly rated Canadian television show, that allows
entrepreneurs the opportunity to "pitch" their ideas to wealthy investors. Luso and
Crozier were hoping to obtain $1 million in exchange for a 5% share of their business.
The "Dragons", though, offered $1 million for a 40% share.
Imagine that you are the owners of the internet banking service company. Describe, in
detail, your strategy, through the course of the negotiation.

 

6. Culture has a large degree of influence on negotiation.
Choose 5 elements and discuss, specifically, how your home country would differ from
the style of a negotiator from either Canada or the United States (your choice).

7. This semester, you read and learned about the stages of negotiation. In your opinion,
how, why and in what ways might the interaction between the parties change over time?
Provide a clear rationale for your argument.

8. Prior to a negotiation, the personalities of our negotiation "partners" cannot always be
predicted. We may have to work with "difficult" people. Preparation and management of
the conversation is key. List the elements of preparation and describe, overall, how they
would help in progressing toward a successful negotiation.