Reference no: EM133298554

Case Study: Two companies are negotiating a contract. Company A is a supplier of raw materials, and company B is a manufacturer that uses those raw materials to produce products. Company A is looking to sell its materials to company B, and company B is looking to buy materials from company A. The two companies are negotiating over the price of the materials, the quantity of materials to be purchased, and the delivery schedule.

-Both companies are interested in a long-term relationship, as it would be beneficial for both companies to have a reliable supplier and customer. Both companies are also interested in negotiating a fair price for the materials. Company A is looking to get the best possible price for its materials, while company B is looking to get the best possible price for its products.

--The two companies are also negotiating over the delivery schedule. Company A is looking to deliver the materials as soon as possible, while company B is looking to have the materials delivered on a schedule that works best for its production schedule. -Both companies are interested in a successful negotiation that results in a fair price and a delivery schedule that works for both companies.

--The head of the purchasing department for a large corporation is meeting with a representative from a new supplier. The corporation is interested in the supplier's products, but is concerned about the quality. The supplier assures the head of purchasing that their products are of the highest quality and can meet the corporation's needs. The head of purchasing is hesitant, but after some discussion, they come to an agreement. The supplier will provide the corporation with a sample of their products, and if the quality is up to the corporation's standards, then they will purchase from the supplier.

Question 1: Write the profile of each persons/characters

Question 2: Write the Background of the story

Question 3: Write the purpose or key point(s) - only 1 or 2 - what do you want to highlight/teach to the readers?

Question 4: Provide the data (turnover, salaries, production cost, etc)

Question 5: Identify what are the key elements to lead to a successful/failure negotiation in this case. Think how both side could "create value"

Question 6: Identify what are the different profile/technics/behavior Negotiators can use in your case