Homework: Negotiation Process
Overview
You are the lead contract negotiator of a small company that specializes in small GPS guidance equipment that can be used in most vehicles. You have been tasked with acquiring a contract with a division of the federal government that is developing driverless convoys for moving goods and supplies. A customer is able to easily attach your system to a standard portable radar and laser system. As the lead negotiator, you are aware of the size of the U.S. government and the strength of its negotiating power. You are also aware of the break-even point that your company would need to reach in order to make a profit. Your main goal during your negotiation session is to write a contract that enables your company to make a profit on the product you are selling.
Instructions
Use the Internet to research similar equipment that your company's competitors manufacture.
Write a 6 to 8 pages paper in which you:
a. Analyze the key approaches that your negotiation team should use in order to research the government's negotiators attending the negotiation session and the government's overall operations.
b. Examine similar equipment that your company's competitors produce. Indicate at least two potential selling points that your team will be able to use to overcome any objections on price or quality of your product.
c. Describe the essential steps that you would advise your negotiation team to take in opening the negotiation session with the U.S. government negotiators.
d. Analyze two negotiating gambits that you would use to conduct a successful negotiation session. Justify your response.
e. Outline the major reasons why it is important for you, as a negotiator, to write the contract that represents the interests of your company, as opposed to allowing the government's negotiation team to dictate the terms of the contract. Present two reasons why you would not want to allow industry members to write the contract. Justify your response.
f. Examine common body language attributes that your negotiation team would look for during the entire negotiation process. Specify the primary reasons why you believe these attributes would assist your negotiation team in overcoming any potential obstacles or objections that would arise.
g. Use at least three quality resources in this homework. Note: Wikipedia and similar websites do not qualify as quality resources.
Format your homework according to the give formatting requirements:
a. The answer must be double spaced, typed, using Times New Roman font (size 12), with one-inch margins on all sides.
b. The response also includes a cover page containing the title of the homework, the course title, the student's name, and the date. The cover page is not included in the required page length.
c. Also include a reference page. The references and Citations should follow APA format. The reference page is not included in the required page length.
The specific course learning outcome associated with this homework is:
a. Develop a negotiation strategy that addresses key approaches, overcoming objections, and negotiating gambits for a given scenario.