Negotiation+Exercise+Guidelines (1)

Negotiation+Exercise+Guidelines (1) - objectives for your...

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P320 – SCM – Sourcing Negotiation Exercise Paper Guidelines Purpose: The purpose of this paper is to document the planning and implementation of your negotiation with the sellers. In addition, you should reflect upon what worked and what did not and what did not and what you would do better if you had a chance to do this again. Saying that you would not do this in Second Life is not an answer. This paper is about the negotiation exercise itself. Format: No more than 5 pages, double or single spaced, Times New Roman 12-point font, and one-inch margins. This is a group paper. Points will be deducted for poor grammar and spelling, so make sure to proof your paper prior to submitting it. Due date: Your paper is due by 6:00pm on Monday, November 7, 2011. Topics to be covered (minimum): Brief description of your strategies to achieve a win-win. Brief description of your planning process:
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Unformatted text preview: objectives for your negotiation, analysis of strengths and weaknesses, understanding of the seller’s needs, and documentation of your BATNA. Brief description of your negotiation: understanding the seller’s position, how you narrowed the differences, how your team employed the strategies and tactics you developed during the planning stage, and whether you achieved a win-win. How did you accomplish the win-win? If you didn’t achieve a win-win, why not? What could you have done to achieve it? Contract terms (should be the same as your note card in the snail mail) Learning: What did you learn about negotiation? What worked well? What did not? What would you do differently? What advice would you give another negotiation team? If you had to be the seller, how would you negotiate differently....
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This note was uploaded on 11/15/2011 for the course BUS-P 320 taught by Professor Peggy during the Spring '11 term at IUPUI.

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