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Your firm would like to purchase a very important piece of equipment from a supplier in South Africa. The Purchasing and Supply Chain Manager who
- Your firm would like to purchase a very important piece of equipment from a supplier in South Africa. The Purchasing and Supply Chain Manager who has been sent to South Africa to procure the item has faxed back the following information: Appraised value = K6m, supplier's desired price = K6m, your company's desired price = K5m, your BATNA = K5.5m, supplier's BATNA = K5m.
- Draw a diagram to present the scenarios in this negotiation situation. (15 Marks)
- From the data given above: Determine the bargaining zone and show it on the diagram.
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Global Strategy
Authors: Mike W. Peng
5th Edition
0357512367, 978-0357512364
