Preview

Pakistani Prunes Case Study

Good Essays
Open Document
Open Document
463 Words
Grammar
Grammar
Plagiarism
Plagiarism
Writing
Writing
Score
Score
Pakistani Prunes Case Study
Journal #1—Exercise 8: The Pakistani Prunes

Background

The name of the exercise was The Pakistani Prunes. The situation described a corporate entity in desperate need of a product up against a smaller company with the same since of desperation. I was the negotiator for the corporate entity. The goal was to purchase the entire production of these trees for the completion of the company’s drug that will lower blood cholesterol levels. I know that I have to negotiate with the competitor, Dr. Sanchez; however, I do not know his reasons for wanting the product. I also don’t know the amount of money that he has to negotiate with. One of my strongest skill sets is to communicate. I think that it is very important to talk through the issue. I know that I can’t go back to my company without this product, so, I’m going to do whatever is necessary to talk this person down. My opponent was Dr. Rubio Sanchez (Clint). He was pretty well prepared (considering
…show more content…
My bottom line was to offer the best deal, no matter what. I never came clean about my bottom line. I didn’t ever give up my whole reason for needing the product. After discussing his needs for the product, we somehow figured out the exact thing that we needed from the product. We saw pretty quickly that we could both benefit from the product.

I wasn’t clear of the other party’s BATNA. He did seem to play up the human side of his need. He often stressed how this would help him to save lives. He wanted me to give the entire crop to him initially. Early in the negotiations we realized that we didn’t need the entire plant to accomplish our goals.

My only strategy was to talk until I figured out how to win.

I didn’t initially trust the other party because I was given preconceived notions about him being a ‘ruthless’ negotiator. I wasn’t sure whether or not there was an ulterior

You May Also Find These Documents Helpful

  • Satisfactory Essays

    This file PHL 458 Week 1 Discussion Questions 5 contains 2 right solutions on the following questions: "How can you use critical listening skills to persuade others to agree with your ideals and thoughts?"…

    • 392 Words
    • 2 Pages
    Satisfactory Essays
  • Satisfactory Essays

    Email Covlet For WebLink

    • 476 Words
    • 2 Pages

    Attached please find your role play materials for our email negotiation exercise that is due on Monday 1/12/15 by 5pm. You have been assigned the role of a (General Manager for Re-New, Inc. OR an attorney for Re-New Life , Inc.) Also included is a listing of partner assignments, as well as a copy of the Web Link settlement form. In addition to this material, you will want to visit the course Blackboard so you can download a copy of the Partner Reaction Form.…

    • 476 Words
    • 2 Pages
    Satisfactory Essays
  • Better Essays

    Sorrell Ridge

    • 1959 Words
    • 8 Pages

    This case is about the slotting allowance when Allied Old English Company wants to introduce the Sorrell Ridge spreadable fruit product into the California market. Considering the factors including product itself, market, distribution channels, consumers’ needs& demand, competitor’s profiles, we analyzed the negotiating power and weakness of Sorrel Ridge and Bromar.…

    • 1959 Words
    • 8 Pages
    Better Essays
  • Powerful Essays

    Myti-Pet Case Report

    • 1404 Words
    • 6 Pages

    1. How did you plan for the negotiation? Explain how you decided on a strategy?…

    • 1404 Words
    • 6 Pages
    Powerful Essays
  • Good Essays

    Outline for Julius Caesar

    • 1258 Words
    • 6 Pages

    1. Narrate a time when you had to choose between what was best for or most appealing to you and what was best for or most appealing to someone else. How did your personal goal or priority conflict with the other person’s? Why did you feel an obligation to that person? How did you resolve the conflict? What were the consequences of your choice?…

    • 1258 Words
    • 6 Pages
    Good Essays
  • Good Essays

    Sluggers Come Home

    • 1485 Words
    • 6 Pages

    In the preparation stage of this case, Brabara makes an offer and she intends to rent the baseball playground. When Billy, Teddy and Kally get this offer, Teddy suggests them that they should lease this baseball playground because there is always a financial loss for the baseball playground, which is an alternative strategy. The power of the alternative strategy lies in requiring the negotiator to determine the relative importance and priority of the two dimensions in the desired settlement. For this case, they may lease this playground or may not sell it. After that, they have an internal negotiation and they are overconfident. Their breakeven of the cash flow is $240,000 and they are afraid their income of the tickets cannot reach this maintain fees.…

    • 1485 Words
    • 6 Pages
    Good Essays
  • Powerful Essays

    Pakistani Prunes

    • 1637 Words
    • 5 Pages

    In this article, I focused on the idea of ZOPA (zone of possible agreement). I remembered not to pass my ZOPA but instead listen and learn everything about the other parties’ needs. With this strategy I was able to acquire the information that the other party only needed the outside of the prune while my organization only needed the pits. Another idea in this article that I used was to “Adopt…

    • 1637 Words
    • 5 Pages
    Powerful Essays
  • Satisfactory Essays

    1. Identify the strengths and weaknesses of Fontaine's and Gaudin's negotiating strategy in their deliberations with Reliant Chemical Company.…

    • 801 Words
    • 4 Pages
    Satisfactory Essays
  • Satisfactory Essays

    The Non Compete Clause

    • 308 Words
    • 2 Pages

    Discuss how non-compete is a state issue and that different states may have different rules, but all in all the basic premis is the same.…

    • 308 Words
    • 2 Pages
    Satisfactory Essays
  • Satisfactory Essays

    Week 1 negotiator

    • 558 Words
    • 2 Pages

    Not responding quickly gives time to think and allows your decision to change if needed…

    • 558 Words
    • 2 Pages
    Satisfactory Essays
  • Good Essays

    Outside the negotiation simulation all participants have an association with one another that lies in the middle of the relationship spectrum between stranger and friend (Shell, 2006, p. 67), known as a working relationship. Between some participants, this relationship leans more to friendship. Research has shown that there is an inverse relationship between relationship and bargaining intensity. The closer the relationship the more a bargainer will soften their style to minimize conflict and engage in equality norms (Shell, 2006, pp. 66-67). Nevertheless, very high stakes can spur the competitive spirit in close friends or associates (Shell, 2006, p.…

    • 1011 Words
    • 5 Pages
    Good Essays
  • Good Essays

    Tactics to Look Out for

    • 725 Words
    • 3 Pages

    In order for an individual to be successful in negotiating, they must be able to recognize tactical use. The ultimate objective in tactic use is to decrease the expectation of your opponent, so in return you may obtain a favorable conclusion to your negotiations. In general, if you’re able to recognize tactical usage, you should be able to reduce the percentage of effectiveness that weighs against use. Tactics such as the Flinch, the Vise, and the Monkey are techniques that a beginning or experienced negotiator can add to their team’s playbook.…

    • 725 Words
    • 3 Pages
    Good Essays
  • Good Essays

    Drink-at-Home, Inc

    • 793 Words
    • 4 Pages

    CASE 2: DRINK-AT-HOME, INC. Drink-At-Home, Inc. (DAH, Inc.), develops, processes, and markets mixes to be used in nonalcoholic cocktails and mixed drinks for home consumption. Mrs. Lee, who is in charge of research and development at DAH, Inc., this morning notified Mr. Dick Jones, the president, that exciting developments in the research and development section indicate that a new beverage, an instant pina colada, should be possible because of a new way to process and preserve coconut. Mrs. Lee is recommending a major program to develop the pina colada. She estimates that expenditure on the development may be as much as $100,000 and that as much as a year's work may be required. In the discussion with Mr. Jones, she indicated that she thought the possibility of her outstanding people successfully developing such a drink now that she'd done all the really important work was in the neighborhood of 90 percent. She also felt that the likelihood of a competing company developing a similar product in 12 months was 80 percent. Mr. Jones is strictly a bottom line guy and is concerned about the sales volume of such a beverage. Consequently, Mr. Jones talked to Mr. Besnette, his market research manager, whose specialty is new product evaluation, and was advised that a market existed for an instant pina colada, but was some-what dependent on acceptance by both grocery stores and retail liquor stores. Mr. Besnette also indicated that the sales reports indicate that other firms are considering a line of tropical drinks. If other firms should develop a competing beverage the market would, of course, be split among them. Mr. Jones pressed Mr. Besnette to make future sales estimates for various possibilities and to indicate the present (discounted value of future profits) value. Mr. Besnette provided Table 1. Mr. Besnette's figures did not include (1) cost of research and development, (2) cost of new production equipment, or (3) cost of introducing the pina colada. The cost of…

    • 793 Words
    • 4 Pages
    Good Essays
  • Powerful Essays

    In preparing for negotiation, the key is to identify the other person's potential sources of power, which can come from knowledge, competition, performance and reputation” (Braff 1996). Reputation of a negotiator is significant; it remains one of the most under researched aspects of the negotiation process. Reputation is important in negotiation because it helps the other party predict moves of opponent. The concept of trust can play a critical role in the success of a negotiation. If a negotiator has a reputation of being trustworthy, it allows opponents to believe that the negotiator will act in accordance to past performances. Large number of researches shows that reputation has a positive effect on the outcome of negotiation.…

    • 2156 Words
    • 9 Pages
    Powerful Essays
  • Powerful Essays

    Prakriti Case Study

    • 1984 Words
    • 8 Pages

    Increase in the sale of OTC drugs in the recent years implies that people often forget the fact that health cannot be bought over the counter of pharmacy. Several forecasts state that the world OTC market will reach 4 92.8bn in the year 2015 with a strong growth until 2025. With Ayurveda based OTC’s contributing over 26% of sales, India ranks 11th in terms of OTC market size globally and is expected to reach 9th rank in the next five years.…

    • 1984 Words
    • 8 Pages
    Powerful Essays