Bus 340 Assignment 3

2334 Words Feb 3rd, 2013 10 Pages
ASSIGNMENT 3: PLANNING NEGOTIATIONS

Assignment 3: Planning Negotiations
Mary Poff
Strayer University Online

Contracting and Purchasing Negotiation Techniques
Ted Majors, Jr.
February 17, 2013

Abstract

The purpose of this paper is to demonstrate the need for an effective negotiator to plan, organize, direct, and control a negotiation. This paper will describe the skills and behavior needed for effective negotiations. An understanding of various negotiating strategies or tactics and how they can be applied in varying types of negotiations will be demonstrated. Technology and information resources will be used to research issues in business
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This will allow me to solicit information from the vendor about their team and possible negotiating strategy in order to complete the agenda and send out a “final” copy before our meeting. The “final” copy should contain such things as 1) the location of the negotiations, 2) the areas of major disagreement with the vendor’s offer, 3) any possible counteroffers I may offer, and 4) definition of the roles and responsibilities of individual team members on both sides of the negotiation (Hearn, 2011, p. 238). The agenda will help to keep the meeting on track and focused on the important matters. Please see Appendix A for a copy of the “draft” agenda for the paint negotiation for the fleet of ships. At this point, I have sent my “draft” agenda out to the vendor and it is time to assess the team’s position on the negotiation objectives and to develop the tactics that should be utilized to achieve success for our customer, company, and the vendor.
“Determine the tactic(s) you will use and explain why you chose the ones you did.” “The American Heritage Dictionary of the English Language defines ‘tactics’ as: ‘The technique or science of securing strategic objectives…’ There is a distinction between strategy and tactics. Strategy deals with overall planning and direction, while tactics deals with the actual processes and maneuvers used to carry out the strategy” (Hearn, 2011,