Dana is an all-star account executive at Mel & Co Digital.  Mel & Co Digital is a digital marketing advertising agency located in Upstate NY. Over lunch with a current client, Dana got a lead on a future prospect.  Dana was told by the current client to call Jerry the owner and CEO of Cables N More.  Jerry needed better digital advertising and needed to get away from traditional print advertising.  According to Dana's current client, Jerry was wasting money on TV and newspaper ads.  Jerry was expecting Dana's call.

Ashton is a somewhat new account executive at Mel & Co. Ashton has been working through lead lists, making cold calls, and really hustling to get new business.  After 3 months of hard work, Ashton has finally set an appointment with Leanne, the marketing director at Cables N More.  The meeting is next Friday.

Dana and Ashton both tell their Sales Manager, Doreen, their exciting news about finally getting into Cables N More.  Their sales manager tells them both that they need to talk to each other and figure who is going to handle this account.  There can only be one account executive assigned to this potential account.  They need to solve this problem on their own working together.

 

Dana and Ashton sit down in the conference room to negotiate...

 

1. Pretend you are Ashton and need to negotiate using first the distributive bargaining technique.  What are your goals as Ashton?  Strategy?  Tactics? 

 

2. Pretend you are Dana and need to negotiate using first the distributive bargaining technique.  What are your goals as Dana?  Strategy? Tactics?

 

3. What does the planning process look like for Dana and Ashton?

Answer rating: 100% (QA)

As Ashton my goals using a distributive strategy would be Goals Earn the Cables N More account for m... View the full answer