The BIOPHARM-SELTEK NEGOTIATION 7 Step Negotiation Plan 1) Asses the Situation Annual turnover - $150 million Developed only one successful compound - Petrocheck which is sold to the oil industry with a present value of between $5-7million Product can be used in sewage treatment plant with no present value but very lucrative (Opportunity). We plan to only concentrate on conventional pharmaceuticals Very hard to sell plant because it is uniquely configured Plant can be used for making comp chips
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I didn’t reject them outright‚ at least not at first. I pointed out the difficulties and allowed them to rethink. In fact‚ by employing these three strategies as a manager‚ I achieved a deal that was close to my target outcome‚ even better than my BATNA. After the meeting‚ I figured out that I made the mistake of treating both Elion and
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Post-Negotiation Analysis Les Florets Entering Les Florets negotiation‚ I had set for myself rules. Besides my will to buy the restaurant‚ I had some intermediary objectives to help reach my goal. First‚ I needed to learn more about the seller’s reasons to sell. This way I could offer her different solutions to solve the situation. Second‚ I needed to be flexible‚ despite the limit of $160‚000. That meant I needed to maintain a margin in the negotiation around the price‚ and I decided to start
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Interest: 4.) Position: Interest: Governour 1.) Position: Interest: 2.) Position: Interest: 3.) Position: Interest: 4.) Position: Interest: 1.) Position: Interest: 2.) Position: Interest: 3.) Position: Interest: 4.) Position: Interest: BATNA Delay the project in court. RESERVATION PRICE If this were a real case the main issue would have come from the environmental league and the other ports. For environmental league they did not have legal basis to oppose to the port provided it was
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negotiation is to convince Alpha Inc. to give us access to Alpha’s Inc. artificial vision technology after the first year of our agreement. We will provide four models in production‚ 300 units of each model‚ at a 5% royalty rate. b. What was your BATNA? The Beta’s best alternative for this negotiation is to offer a compromise solution for this licensing agreement. Beta‚ Inc. will agree to create up to 6 models as we currently have 8 models in production. We feel that would be a comfortable amount
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Introduction: The world is an ever changing place. What is taboo today may become a norm tomorrow. There are vast numbers of countries with various languages‚ religions and their cultural ethnicity. India has been referred to as a country which is a living example of unity in diversity. In today’s age of capitalism and free trade‚ borders are soon getting irrelevant and people are migrating‚ more than ever before‚ to achieve their personal and organisational goals. It becomes all the more important
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Lecture 1 Peter Principal: you will rise to your level of incompetence‚ and stay there. On-Track vs. Derailed – problems with interpersonal relationships‚ dependency on a skill‚ limited human capital‚ failure to follow through or persuade others‚ dependency on a single mentor‚ limited social capital‚ difficulty making transitions 5 Elements of Leadership: 1) Setting the Shared Purpose-optimistic vision of the future‚ make it personal but not ecocentric‚ share info and provide updates‚ transparency
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Business Negotiations Summary of My negotiation from the Opera-case and how I think it was different from other cases The Opera case was a case about relationship and reputation‚ it made the negotiation a little bit different. We discussed the case in a more open way and were really honest to each other‚ we also applied many of the things we had learnt from the book and classes. When I compared with other cases I could see how we negotiated in a less stressful way and did focus on the problem
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think about what’s important to the other side YOU: 54 mm ( maximum I could lose 140-32 = 108‚ minimum I could lose is 0‚ so the average is 54mm) OTHER PARTY: 8 mm ( the other party would have 8 mm in profits if they didn’t sell the technology ). BATNA know yours; guess other side’s; don’t assume they have no other options YOU: Take up the issue with top management OTHER PARTY: Sell the
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Main Challenges 1. People have different personalities‚ asymmetric interests & goals. Need to use strategies to understand and appreciate differences but also leverage commonalities. 2. Successful teams share information across group members‚ create fair decision-making processes‚ are aware of systemic effects of decisions over time‚ create a climate of trust and psychological safety. 3. Important to understand how to get the best performance out of each team member; learn from experience and
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