P320 SCM Sourcing

Negotiation Exercise Paper Guidelines

Purpose: The purpose of this paper is to document the implementation of your
negotiation. In addition, you should reflect upon what worked and what did not and
what did not and what you would do better if you had a chance to do this again.
Make sure to describe whether your role was buyer or seller. If you are the seller,
discuss how you would have negotiated had you been the buyer.
Format: No more than 4 pages, double-spaced, Times New Roman 12-point font,
and one-inch margins. This is a group paper. Points will be deducted for poor
grammar and spelling, so make sure to proofread your paper prior to submitting it.
Due date: Your paper is due by 1:30pm on Monday, April 25, 2016.
Topics to be covered (minimum to get a C or a B-):
Brief description of your strategies to achieve a win-win.
Brief description of your planning process: objectives for your negotiation, analysis
of strengths and weaknesses, understanding of the sellers needs, and
documentation of your BATNA. This should reflect your planning document. Any
changes made since you submitted your original plan should be noted.
Brief description of your negotiation: understanding the sellers position, how you
narrowed the differences, how your team employed the strategies and tactics you
developed during the planning stage, and whether you achieved a win-win. How did
you accomplish the win-win? If you didnt achieve a win-win, why not? What could
you have done to achieve it?
Contract terms
Learning: What did you learn about negotiation? What worked well? What did not?
What would you do differently? What advice would you give another negotiation
team? What would you do differently if you had a chance to do this again?
A papers will go above and beyond the minimum:
a.
b.
c.
d.
e.
f.

quantitative and qualitative analysis(es) (cost and/or price)

demonstrate an understanding of negotiation in a procurement environment
NOT cop out and say you didnt have enough information
Be negotiated in good faith
NOT be a play-by-play of who said what and when
Be written as a business briefingNOT a personal report on what happened.