MGS 3050 Negotiation Planning Document(1) (1) (1).edited(1)

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1 Negotiation Planning Document Students name Institutional affiliation Course Date
2 Name: Joel Benson Negotiation: Distribution Partnership Agreement Assigned Role: Team Leader Teammates (if any): Two workmates Counterparty: XYZ Distributors Inc., represented by Mark Johnson 1. Given your role, what are the most important issues in the negotiation? My main goal as the Team Leader in this Distribution Partnership Agreement discussion with XYZ Distributors Inc. is to ensure our business gets good terms. The distribution areas must be defined, profitable pricing structures must be established, performance objectives and expectations must be outlined, and any possible legal or compliance difficulties must be addressed. Establishing a cooperative rapport with the XYZ Distributors Inc. agent, Mark Johnson is also essential to successfully negotiating and reaching a mutually advantageous agreement. 2. What is your BATNA? What is your reservation price? What is your target? Expanding our distribution capabilities or looking into other distribution partnerships are our Best other to a Negotiated Agreement (BATNAs). Although the conditions would still be acceptable if our reservation price were to drop below this level, the partnership's worth would still be unjustified (Williamson, 2020). We aim to secure conditions that optimize our business's profitability, broaden our market reach, and provide a solid basis for a cooperative and long- lasting partnership with XYZ Distributors Inc. We aim to achieve terms that support our strategic goals, and we understand how critical it is to keep the collaboration equal and beneficial for everyone involved.
3 3. What parts of the scenario work in your favor? The scenario benefits from several factors. First, there is a large market for our product or service, which gives us negotiating power. Furthermore, our organization has a strong industry reputation and a history of successful relationships, which may help build confidence and trust. Furthermore, it puts us in a good position to negotiate terms that represent XYZ Distributors Inc.'s value for our product's special qualities or characteristics. Finally, XYZ Distributors Inc. could feel pressured to reach a deal with us if the market for distribution partnerships is competitive, which might give us more negotiating power. 4. What are the most important issues for your counterparty in the negotiation? The most crucial concern for our opponent, XYZ Distributors Inc., is ensuring that the distribution agreement is successful and long-lasting. They could emphasize getting advantageous terms and prices so they can sell our goods more aggressively. They may also value distribution areas, exclusive rights, and precise expectations for performance indicators and sales objectives. Furthermore, XYZ Distributors Inc. may be worried about any legal or regulatory issues arising from the arrangement. It will be essential to comprehend and solve these major concerns from their point of view to create a win-win contract that supports a fruitful, long-term partnership and is consistent with their corporate goals. 5. What do you think is your counterparty's BATNA? Reservation price? Target? A competitive pricing structure to improve market positioning is likely what XYZ Distributors Inc.'s reservation price reflects. The target is to secure terms that maximize profitability and operational efficiency while upholding a positive and dependable partnership.
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