Negotiation Skills Case Study
Name : Kasthuri Balaji
Roll no : PGEMP44/A/03
Contact : 05
Subject : Negotiation Skills Week 6 Assignment
Question:
1. What did Peter Welz do or did not do that aggravated the problem?
• Peter welz and his team approached BVP with two pronged approach. It leads both the parties to two different opinions and they could not make any agenda for the proposed product.
• Before starting the negotiation with BPV, isxure is reduced the price from the price list. This made preston spritzer to make more price reduction and give more profit his company and show his power too. Ie buy the product as less as much from the isxure company.
• Isxure’s one of the founding member is close relationship with BPV, and isxure began …show more content…
Since he is heading the team he must know when, where and who all are present in the negotiation. Because of his urgent / interest he could not manage the spritzer team well.
• BPV will get benefit from the product and technical advantage as well. But because of less price they wanted to approve the deal in much lesser price which will give more benefit to BPV. Isxure should keep the price high instead of low. Because BPV will get more benefit from their product.
• Isxure founder and welz contacted the BPV executive Bob Howards in informal meeting. This could delay the negotiation process with spritzer, because Bob is much senior level than Spritzer. Bob don’t want interrupt what Spritzer and his team negotiation, because they are doing a good job for the company. This could done before the negotiation or starting of the negotiation.
• Peter welz does not have batna if the deal fails. And he and his team get anchored with the opposition questions. And peter welz does not have any solution out of reduction in …show more content…
This approach will make Spitzer proud and know his intention, and it will avoid the entry in half way meeting.
• While dealing with Spitzer peter welz separate the problems from the people, this could smoothen the negotiation process quick and easier for early finish.
• Peter should collect the competitor rate and what was happened with Spitzer in the early negotiation. This information give a confident to deal with the spitzer and know what exactly he wants.
• Peter welz product tangible and nontangible with figures could help him for the better negotiation. And peter should express the batna in person with Spitzer. So that he will not dominate more in the negotiation.
• Peter welz should charge the higher price and show the advantages in the figures or in tangible elements. So both the sides having the equal proposition in the negotiation. If the decision are not taken then the deal or agreement will go to BPV competitors. This make sensible deal for the both the parties.
• Peter welz should calculate the ZOPA before going to the negotiation. And his team also should be very much conscious about the
Roll no : PGEMP44/A/03
Contact : 05
Subject : Negotiation Skills Week 6 Assignment
Question:
1. What did Peter Welz do or did not do that aggravated the problem?
• Peter welz and his team approached BVP with two pronged approach. It leads both the parties to two different opinions and they could not make any agenda for the proposed product.
• Before starting the negotiation with BPV, isxure is reduced the price from the price list. This made preston spritzer to make more price reduction and give more profit his company and show his power too. Ie buy the product as less as much from the isxure company.
• Isxure’s one of the founding member is close relationship with BPV, and isxure began …show more content…
Since he is heading the team he must know when, where and who all are present in the negotiation. Because of his urgent / interest he could not manage the spritzer team well.
• BPV will get benefit from the product and technical advantage as well. But because of less price they wanted to approve the deal in much lesser price which will give more benefit to BPV. Isxure should keep the price high instead of low. Because BPV will get more benefit from their product.
• Isxure founder and welz contacted the BPV executive Bob Howards in informal meeting. This could delay the negotiation process with spritzer, because Bob is much senior level than Spritzer. Bob don’t want interrupt what Spritzer and his team negotiation, because they are doing a good job for the company. This could done before the negotiation or starting of the negotiation.
• Peter welz does not have batna if the deal fails. And he and his team get anchored with the opposition questions. And peter welz does not have any solution out of reduction in …show more content…
This approach will make Spitzer proud and know his intention, and it will avoid the entry in half way meeting.
• While dealing with Spitzer peter welz separate the problems from the people, this could smoothen the negotiation process quick and easier for early finish.
• Peter should collect the competitor rate and what was happened with Spitzer in the early negotiation. This information give a confident to deal with the spitzer and know what exactly he wants.
• Peter welz product tangible and nontangible with figures could help him for the better negotiation. And peter should express the batna in person with Spitzer. So that he will not dominate more in the negotiation.
• Peter welz should charge the higher price and show the advantages in the figures or in tangible elements. So both the sides having the equal proposition in the negotiation. If the decision are not taken then the deal or agreement will go to BPV competitors. This make sensible deal for the both the parties.
• Peter welz should calculate the ZOPA before going to the negotiation. And his team also should be very much conscious about the