Reference no: EM133106215
You work in the Sales department for Agogate Company. Agogate sells specialized equipment for background clearance testing and drug testing, such as urine analysis equipment, medical grade scanners, and fingerprint scanners for FBI background checks. Most of the fingerprint scanners, called the DLC3000 have been sold to copy & shipping centers such as the UPS store, where organizations send prospective employees to get their fingerprints scanned as part of the background clearance process. In addition, some companies, particularly with high turnover and a large number of employees in one location, have purchased the fingerprint scanners over the years in order to have the ability to do the fingerprint scanning in-house.
Your job is to sell DLC3000 machines to companies, and you typically sell to either an HRVP or HR Director. Your territory is the Northeast, and you've been with the company for six years. Your compensation (like many sales jobs) is heavily dependent on commission, and since this has been a slow month, you are eager to reach your sales quota in order to make the monthly bonus.
Two years ago, Agogate decided to discontinue selling all fingerprint scanners, and at this point, there is only one DLC3000 left in inventory. Although you sell other pieces of equipment for Agogate and you are secure in your job, this last fingerprint scanner is your responsibility to sell. There is a new amusement park, Bobronc Park, that is near completion in your sales territory and you are hoping that they will be interested in buying this last fingerprinting scanner, since amusement parks often use in-house scanning since they hire so many seasonal workers each year.
You know that the machine cost $2,800 to manufacture and in the past, you have sold them to customers for $3,200 to $6,100.
If Bobronc Park is not interested, you will reluctantly sell the DLC3000 to a nearby hospital, whose HR Director made a firm and final offer of $2,500. Agogate would actually lose money on the sale to the hospital (and you would make $0 commission), but the accounting department has advised that it would be better to sell at this loss than to keep the piece of equipment on the books for another month. Your boss agrees.
You just got a message from the HR Director of Bobronc Park in response to your call earlier this week. They want to meet with you this week.
Questions-Agogate Company vs. Bobronc Park
Planning Document
Your role (circle one): Agogate Company / Bobronc Park
What is your goal (in dollars) for this negotation?
What are your alternatives if an agreement cannot be reached?
What are the most important pieces of information you have (this may be about you or the other party)?
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