Part B: Case Study

The stakeholders approved your request for funds which you submitted in Part A above.

You submitted your organisation's proposal to the client. Knowing that there are very few

other consulting firms that can provide quality work similar to AP&C, you raised the price

to the client to $610K.

After carefully analysing your proposal, the client contacted you with a request to lower

the price to $545K. You ask for more time to re-evaluate your proposal. However, the client

requested that you meet to negotiate the price as they need to start the project soon.

Please provide detailed answers to the following questions:

1. What type of negotiation would you use? Why?

2. Who are the stakeholders that you would consult with while preparing for negotiations?

3. To decide on your appropriate negotiation strategy, you need to prepare for

negotiations by gathering information and understanding your client. What information

would you have to define?

4. What are AP&C's:

a. most desired outcome in terms of price

b. least desired agreement in terms of price?

5. What are the client's:

a. most desired outcome in terms of price

b. least desired agreement in terms of price?

6. How would you build and maintain a good relationship with the client?

7. Based on the information provided in the scenario, what potential issues do you expect

to deal with? List three and explain why you think these are potential issues.

8. How would you deal with cultural differences?