Flatrock And Tower Case Analysis

The tactics that will be employed during the negotiation will be integrative in nature and with a weak BATNA there is little incentive for Excalibur to act aggressively, only strategically. Logrolling involves trading off issues to reach a solution. With multiple issues at hand logrolling will be most effective when both parties are honest, however considering all my interests I will be open as to which issues are most important to me (eg. price)but will hide specific details (my BATNA). I will also attempt to create positive interdependence between Knight and Excalibur by expanding the pie and offering non specific compensation. Currently, the negotiation pie is limited to the pistons and Excalibur will need to offer more resources to make a business relationship desirable for Knight. To expand the pie I will be offering free marketing on Excalibur’s website, exclusive rights to pistons and long term contracts offering

Our team approached this negotiation case in a very efficient way. Each of us had a very clearly job assignment. Two people took care of the calculation while the other two people were responsible for the negotiation. Thus we quickly built up a model and provided several options to our counterparts with different terms but same net value of the final bargaining agreement to our team.

1. How did you plan for the negotiation? Explain how you decided on a strategy?

Poor Communication & Coordination - Overall, it’s fair to characterize the relationship between Ashmark and RS as “dysfunctional interdependence.” The companies failed to develop the close communication and coordination necessary to ensure two-way success. Ashmark was careless in its relationship management of what should have been a mutually beneficial strategic partnership with RS, and RS chose not to express the adverse impact of Ashmark’s decisions or the severity of its issues so

In our recent negotiation, my partner Dave and I assumed the roles of Alan Hacker, a computer software developer, and Alan Hacker’s lawyer. Being the lawyer in the negotiation my objective was to avoid litigation with my client’s partner Stanley Star and to aid in the continuation of my client’s co-owned company HackerStar. In addition, I would assist Hacker in coming to an agreement that would be satisfying for him both personally and financially. I felt that Dave and I presented a reasonable argument on Hacker’s behalf and, since I was able to apply some of our class readings during the process, I was overall pleased with the outcome.

All the interests can be summarized under “maximizing profits”. Without knowing their actual costs for each of the options, I can’t be a 100% sure of the priority of the issues, but I will need to gauge that based on the negotiations. With the given information, it looks like their issues are:

Their subculture is logic-based as the decision-making process is driven by data. This logic-based culture aligns with the desired bottom-line oriented culture as it allows category management to rationalize their decisions in terms of the long-term financial benefit to Flatrock. Unsurprisingly, Allison Biers understands the value Tower brings to Flatrock when presented the data behind why Tower fared worse than third-party lodges. Integrating this data-driven aspect within field logistics will allow field logistics to align themselves with the desired culture of Flatrock. Furthermore, the integration will allow for more effective dialogue during negotiations between Tower and field

In this paper, I will write the results from my interview with entrepreneur Ryan Peel, owner of Vergennes Broadband. I will also write what I learned from the experience.

In any negotiation, preparation is crucial; and having a set, outlined process to follow when preparing helps mitigate a potential oversight of any significant issues within the negotiation. Following a set process also helps one stay on task and in-line with what the important issues and factors are in a negotiation. In Bargaining for Advantage, G. Richard Shell provides a well-structured framework to follow in planning for a negotiation. For this reason, I used Shell’s negotiation preparation framework to plan for the negotiation between Rapid Printing Company (Rapid) and Scott Computers, Inc (Scott).

The TexasAgs oil company case study gave us insights on different aspects of a negotiation that can happen in real world scenarios. It elegantly portrayed the importance of having a BATNA, setting target and restriction points, impact of the fluctuating markets on the ongoing negotiations, downside of the emotional behavior, importance of having a third party member or mediator in the negotiation. The case illustrates that the negotiations should be based assumptions as they may or may not be right. Having facts and understanding the other parties true objectives and goals are truly essential in negotiation. It is a typical example of how the current power on one side can dominate and take complete advantage of their position.

This paper will describe the problem that Pacific Oil Company faced as it reopened negotiations with Reliant Chemical Company in early 1985. Secondly I will identify and evaluate the styles and effectiveness of Messrs, Fonatine, Guadin, Hauptmann, and Zinnser as negotiations in this case. Finally I will outline what Frank Kelsey recommend to Jean Fontaine at the end of the case? Why?

The best way to achieve the long-term goal is to control customer expectation. Span could focus on the short-term goal and successfully negotiate the current contract by giving in on all concessions. But if it does that, over time there will be a drop in the perceived service quality and C-S ' high expectations will result in a widening service gap. Span needs to enforce some of the contract. If it doesn 't stand firm on a few of the important issues, C-S ' expectations and perceptions of service quality will be drastically inaccurate. The next contract will be very difficult to enforce. C-S will get the indication it can demand whatever it wants and Span will concede.

The value of being prepared cannot be overstated when it comes to negotiations. Failure to understand one 's best alternative to a negotiated agreement (BATNA) options is one example of poor planning that can leave a party at the mercy of another. Such is the case of the Pacific Oil Company (POC) case study where POC and Reliant Corporation worked together to negotiate a business contract for the supply and purchase of a vinyl chloride monomer (VCM) product. The negotiation process did not go as planned, and the following will explain the case overview, provide insight to the various negotiation styles and tactics utilized in the negotiation process, and explore the anticipated outcome of the contract negotiations.

This includes establishing and maintaining relationships at all levels of the client organizations, and increasing client loyalty throughout on-going relationship building activities that deepen trust. This must be achieved through transparency, ethical business transactions, reliable service delivery and clear communication. Consequences of Misalignments: The customer is everything. Without a steady flow of existing customer investment dollars and new customers Manulife does not have a sustainable business model. The competitive nature of wealth management assures that there is an endless line up of others that are attempting to pursuade customers away from Manulife from all angles. Everything else being equal if the customer is not at the centre of everything Manulife in general and CWMPD does, the organization will become redundant faster than any of it’s products or services due to lack of demand.

Negotiation strategy used in company that consume should occurs after proposals are evaluated. The type of pricing we adopted negotiated price, we offer a free installation and exclusive price for clients in exchange for we adopted negotiated price, we offer a free installation and exclusive price for clients in exchange for them to note they were using our brand name product. Further, adopt a Collaboration strategy; it’s a win-win negotiation strategy. Because our targeted hotels are existing clients so it is essential to keep a long-term relationship with them. And it enhances to build word-of-mouth of our product, thus increase market share and profitability.