Your company is replacing 30 computers for its office operations. This represents 50% of the inventory of
Question:
Your company is replacing 30 computers for its office operations. This represents 50% of the inventory of computers for the business. The computers being replaced have sufficient capabilities to handle the current needs of the company. However, the objective in replacing the computers is to upgrade the technology in the office over the next two to three budget cycles, to prepare for an upgrade of the system-wide financial, accounting, and human resource systems. Your budget for the first 30 replacements per computer is $2,500 or a total of $75,000. You have contacted several local computer distributors to try to get the best price. ABC Office Technologies, a computer distributor company, will be coming to the office to look at the office setup and to make recommendations on the type of computer equipment they believe you may need and that they offer and sell. The ABC sales representative, in setting up the visit, said that they wanted to "earn your business." This visit could be the first negotiation session with ABC, so you need to be prepared. To prepare, you will use a negotiation worksheet to develop your negotiation plan for this purchase. As part of your preparations, you must review what you know about the company. ABC Office Technologies is a small computer company that specializes in computer and office products. They are a full-service company providing computer units, delivery and installation, warranty work, and financing for their installed products. The company has been in business for the last 10 years and is always looking for new business. ABC strives to provide good customer service with the hope that their existing clients will choose them for purchases of additional equipment and repeat business. ABC has a good standing with the Better Business Bureau.
QUESTIONS:
What do you consider good outcomes for you?
1. Rank or prioritize your key issues or interests
2. Identify which issues are essential and must be gained for a settlement otherwise you will accept your BATNA, and not accept the agreement:
3. Identify which are important and you would like to gain, but are willing to trade to achieve essential or other important items:
4. Identify which are desirable and have secondary value, but could be exchanged for essential or important items:
5. Identify which can be thrown or traded away. (Items that you are perfectly willing to concede, that may have value only to the other party.
Expert Answer:
Answer 1 Rank or prioritize your key issues or interests Price The cost of the computers is a crucial factor as it directly impacts the budget allocat... View the full answer
