Introduction to Negotiations

For this course, you will be working on a Key Assignment. Throughout this course, you will use the Negotiation Strategy Planning Template to guide your research and analysis. Each week, you will complete a portion of the Negotiation Strategy Planning Template using the information provided. After completing the template, in Week 5, you will apply what you have learned to a negotiating scenario.
Your final Key Assignment will be complete in Unit 5, and it will include the completed Negotiation Strategy Planning Template and a presentation based on the provided scenario. Planning Scenario Your company manufactures DELAMIX blenders, and you are negotiating terms with a supplier of a critical component in your manufacturing process (XYZ Plastics).
The chief operating officer (COO) wants you to lead the contract negotiations with XYZ Plastics; however, your planning team has no formal training in negotiation strategy planning. To assist you, the COO provided a recommended template to guide your planning effort. He asked that you review the template and prepare a discussion or narrative for each section that will outline the key components required and guide the planning process.
After reviewing the template, you decide to host a series of training sessions (one per week) designed to coach your team on the negotiation strategy planning process. Your first planning session will serve as an introduction to the planning process and outline the purpose of negotiations and the intended outcomes. Use the template provided (Negotiation Strategy Planning Template). You will write a discussion of 600–800 words on the following topics: Purpose of the Negotiation (300–400 words)
Characteristics of negotiations (why negotiate) Discuss the purpose of negotiations in the supply chain. Discuss at least 2 situations where negotiation is appropriate. Discuss at least 2 common negotiation situations. Desired outcome (300–400 words) Discuss the desired outcomes of your organization. Discuss the importance of identifying the organization’s goals and objectives as a part of negotiation planning. Define and describe the term most desirable outcome (MDO).
Primary Task Response: Within the Discussion Board area, write 400–600 words that respond to the following questions with your thoughts, ideas, and comments. This will be the foundation for future discussions by your classmates. Be substantive and clear, and use examples to reinforce your ideas.
As a regional manager for ABC Manufacturing, your duties will include negotiating contracts with vendors to maintain production and transportation schedules. Because you just came on board, the chief operating officer (COO) has asked you to address the senior team leaders on the importance of contract negotiations in vendor selection.
You begin the meeting by asking each leader to provide his or her understanding of what negotiating means, and the importance of negotiating in supply chain management. In addition, you ask the leaders to identify 3 key members of the contract negotiating team.
Describe the following: Part 1: What does negotiation mean in today’s business environment? Part 2: What role does contract negotiations play in the vendor selection process? Part 3: Identify the roles and responsibility of at least 3 key members of the contract negotiation team.

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