Name – Please enter your name and your team Number.

Richard Medina Group 4

Case 1 Post-Negotiation Entry

Answer the following :

What was the result of your negotiation? Did you get everything you had in your plan? If not, please explain the changes from initial position to final agreement.

I did get two of the most important which were better accounts receivables payment terms and a change to the delivery schedule. My goal was 45 days on the terms which we agreed, a change to the delivery schedule from 45 days which a compromise of 65% of the order in 45 days and remaining balance 25 days later. On profit margins my goal was 7% but the team agreed to 5.25% due to the better receivables terms.

How well did your planned strategy work?

I did an ok on the planned strategy. It was my first and would not have been fully prepared to take on SF Foods this week. After this negotiation and the dialogue my BATNA is well defined as well as aspiration and reservation points.

Were there any surprises in the negotiation with the other members of your company?

I was surprised that they were not as concerned with profit margins as myself. They argues that will be a reservation point for SF Foods and we could live with gains in other areas of the negotiation.

Are all members of your company in agreement on what and how to negotiate with the other company? If not. Please explain?

We are all in agreement with how to proceed on the upcoming negotiation with SF Foods in two weeks. Everyone has contributed to our BATNA and reservation and aspiration points. The presenters have been established and how we will present our offer to them and have also taken the role of SF Foods to see how they will come to this negotiation and their goals from this exercise. I think we are prepared to walk away from this negotiation but want to build upon this relationship with SF Foods and just grow the business in ways that we can all live with.