Discount And Hawkins Negotiation Essay
Discount & Hawkins Negotiations
1. What are your goals for this upcoming meeting – what would constitute a successful outcome for you?
The goal for the upcoming meeting is to have a win/win solution to the problem presented by clause 22 on the lease contract as presented by Discount to Hawkins. While there are certainly reasons for Hawkins to have concerns, there should be a way to allay those concerns.
2. How would you rate your bargaining “power” - high, medium, low? Is there anything you can do, legitimately, to increase your bargaining power and BATNA?
Discount has an above average bargaining power in this negotiation because of the size of the chain, the name recognition and the terms already accepted by Hawkins such as: the length …show more content…
There may even be reasons that are not on the table yet that needs to be uncovered. Hopefully this can be achieved by asking open ended questions and active listening.
I would answer any questions the Hawkins negotiator asks as concisely as possible without compromising Discounts position.
7. What options can you identify that may allow you to “create value” for both parties?
Discount could suggest some of the satellite tenants who currently occupy space at the malls Discount operates from in other locations.
Discount would be willing to keep Hawkins apprised of changes Discount contemplates making at the premises. However, this does not negate Discount’s rights to autonomous decisions regarding the space or it’s business.
8. How will you open the discussion- sketch out what you will actually say in your “opening”
“Good Morning …, it’s good to see you again. I’m looking forward to working with you today. I’m confident that together we can find a solution to the impasse that has cause the deal to stall. While Discounts’ needs are very important to us, we are aware that your needs are equally important and therefore we want to find a way of meeting those needs without compromising Discount’s ability to thrive and
1. What are your goals for this upcoming meeting – what would constitute a successful outcome for you?
The goal for the upcoming meeting is to have a win/win solution to the problem presented by clause 22 on the lease contract as presented by Discount to Hawkins. While there are certainly reasons for Hawkins to have concerns, there should be a way to allay those concerns.
2. How would you rate your bargaining “power” - high, medium, low? Is there anything you can do, legitimately, to increase your bargaining power and BATNA?
Discount has an above average bargaining power in this negotiation because of the size of the chain, the name recognition and the terms already accepted by Hawkins such as: the length …show more content…
There may even be reasons that are not on the table yet that needs to be uncovered. Hopefully this can be achieved by asking open ended questions and active listening.
I would answer any questions the Hawkins negotiator asks as concisely as possible without compromising Discounts position.
7. What options can you identify that may allow you to “create value” for both parties?
Discount could suggest some of the satellite tenants who currently occupy space at the malls Discount operates from in other locations.
Discount would be willing to keep Hawkins apprised of changes Discount contemplates making at the premises. However, this does not negate Discount’s rights to autonomous decisions regarding the space or it’s business.
8. How will you open the discussion- sketch out what you will actually say in your “opening”
“Good Morning …, it’s good to see you again. I’m looking forward to working with you today. I’m confident that together we can find a solution to the impasse that has cause the deal to stall. While Discounts’ needs are very important to us, we are aware that your needs are equally important and therefore we want to find a way of meeting those needs without compromising Discount’s ability to thrive and