Negotiation Planning Document:

A planning document helps you assess the key issues of importance in a negotiation, your preferences regarding these issues, and your overall negotiation strategy as well as that of your negotiation partner. 1 page

Guide: Provided a sample to show the answer expectation from a different case at the very end!

Planning Quality - Self(covers key planning points, aware of own interests, priorities, batna, RP, target, etc.)

Planning Quality - Partner(covers key planning points, from partner's perspective)

Insightful and critical thinking(Integrates course material, readings, or lectures when formulating a negotiation strategy & anticipating a partner’s strategy)

Writing quality & format(Adheres to 1 page limit, Main points easily accessible, proper grammar, spelling & sentence structure, use of references/cites sources where appropriate)

     

 

 

You are a buyer for Auditory Technologies, Inc. (ATI), a medical device firm. You will soon be meeting with the sales representative from your battery supplier Hi-Tech Batteries (HTB) to negotiate a new contract for this important part for your implantable medical devices. This supplier has been a regular supplier for your firm. You would like to continue to do business with HTB; however, eight issues still need to be resolved: Quality Development fees Contract term Electronic integration Inventory Volume flexibility Price Lotsize To facilitate the negotiation process, points have been assigned to your preferences for each of the options associated with each issue. Your goal in this negotiation is to reach an agreement with HTB on all eight contract issues that will maximize your points in the final contract.