Read these 2 cases that represent the statements of buyers who are using win-lose tactics during...

 

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Read these 2 cases that represent the statements of buyers who are using win-lose tactics during a negotiation process. Define each negotiation method used and propose how the seller may handle these cases. Be explicit and give reasons for your answers. Case 1: 'The proposal looks great. We need every facet of the software you are proposing in order for it to work in our business. But our budget allows us only $250,000 total, including all costs. You'll have to come down from $300,000 to that number, or I'm afraid we can't afford it. Case 2: 'Say, I've been reading some pretty unflattering things about your company in the Wall Street Journal lately. Seems like you can't keep your unions happy or your non-union employees from organizing. It must be tough to get out of bed and go to work every day huh?" Read these 2 cases that represent the statements of buyers who are using win-lose tactics during a negotiation process. Define each negotiation method used and propose how the seller may handle these cases. Be explicit and give reasons for your answers. Case 1: 'The proposal looks great. We need every facet of the software you are proposing in order for it to work in our business. But our budget allows us only $250,000 total, including all costs. You'll have to come down from $300,000 to that number, or I'm afraid we can't afford it. Case 2: 'Say, I've been reading some pretty unflattering things about your company in the Wall Street Journal lately. Seems like you can't keep your unions happy or your non-union employees from organizing. It must be tough to get out of bed and go to work every day huh?"

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Case 1 This method of negotiation is known as positional negotiation Positional bargaining is a situ... View the full answer