Discuss the importance of identifying the organization’s goals and objectives as a part of negotiation planning.
Order Instructions
Your company manufactures DELAMIX blenders, and you are negotiating terms with a supplier of a critical component in your manufacturing process (XYZ Plastics). The chief operating officer (COO) wants you to lead the contract negotiations with XYZ Plastics; however, your planning team has no formal training in negotiation strategy planning. To assist you, the COO provided a recommended template to guide your planning effort. He asked that you review the template and prepare a discussion or narrative for each section that will outline the key components required and guide the planning process.
After reviewing the template, you decide to host a series of training sessions (one per week) designed to coach your team on the negotiation strategy planning process. Your first planning session will serve as an introduction to the planning process and outline the purpose of negotiations and the intended outcomes.
Use the template provided (Negotiation Strategy Planning Template). You will write a discussion of 600–800 words on the following topics:
Purpose of the Negotiation (300–400 words)
Characteristics of negotiations (why negotiate)
Discuss the purpose of negotiations in the supply chain.
Discuss at least 2 situations where negotiation is appropriate.
Discuss at least 2 common negotiation situations.
Desired outcome (300–400 words)
Discuss the desired outcomes of your organization.
Discuss the importance of identifying the organization’s goals and objectives as a part of negotiation planning.
Define and describe the term most desirable outcome (MDO).
PART 2
Pertinent information (400–600 words) (Probable negotiation tactics, nature of current relationships)
Relationships and interdependence
Discuss the importance of relationships in negotiations.
Describe at least 2 tactics for managing conflict in negotiations.
Interests, desires, and motivations (400–600 words)
Strategy and tactics
Compare and contrast distributive and integrative negotiations.
Based on your research, discuss at least 2 integrative negotiation skills or tactics.
PART 3
Sources of power (400–600 words) (What leverage or power can people apply to achieve their goals?)
Power and influence
Define power and influence in the negotiation process.
Describe at least 2 sources of power and influence in negotiations.
Walk-away alternative (400–600 words)
Best alternative to negotiated agreement (BATNA)
Discuss options and alternatives to agreements.
Discuss 2–3 tough or hardball negotiation tactics.
PART 4
Ethical considerations (200–300 words)
Ethics in the negotiation process
Define and describe ethics and ethical reasoning.
Discuss 2–3 deceptive tactics in negotiation.
Negotiation team (200–300 words)
Roles, responsibilities, and composition
Discuss the role of the negotiation team.
Discuss the pros and cons of negotiation teams.
Recommended negotiation strategy (100–200 words)
Based on your research during Week 2 and your instructor feedback, identify your preferred negotiation strategy.
Identify 3–4 best practices in negotiations that may assist you in achieving your goals.
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