Negotiation Mastery 2 Paper

Exercise 6

GTechnica—AccelMedia

Introduction-

The scenario for this simulation is a negotiation between a supplier of electronic components and a computer hardware maker over the price of a processor needed for the manufacture of a computer graphics accelerator adapter. The role-play information you will be given by your instructor provides details about the context of the negotiation that may help you to understand the situation, develop a bargaining strategy, and form arguments or demands to implement that strategy. Ultimately, however, how well you do in this negotiation in relation to other negotiating groups is determined by the final sale price for the part, if you are able to reach an agreement. When you read your role information and are preparing to negotiate, keep these guidelines in mind:

• Use any plan or strategy that will help you achieve your objectives.

• If you are negotiating in a team, you may call a caucus at any time to evaluate your strategy or the opponent’s strategy.

• Reach an agreement by the end of the specified time period, or conclude that you are not able to agree and that buyer and seller will explore other alternatives.

• Complete the negotiation outcome form as directed by your instructor. Be sure to write down any additional terms or conditions that were agreed to.