Reference no: EM133292677

You are Dr. F. Josh, a biological research scientist employed by a pharmaceutical firm. You have recently developed a synthetic chemical useful for curing and preventing Dusorenitis. Dusorenitis is a disease contracted by pregnant women. If not caught in the first four weeks of pregnancy, the disease causes serious brain, eye, and ear damage to the unborn child. Recently, there has been an outbreak of Dusorenitis in another area of the country. Several thousand women have contracted the disease. You have found, with volunteer patients, that your recently developed synthetic serum cures Dusorenitis in its early stages. Unfortunately, the serum is made from the juice of the Shelberry fruit, a very rare fruit. Only a small quantity (approximately 4 000) of these fruits were produced last season. No additional Shelberry fruits will be available until next season, which will be too late to cure the present Dusorenitis victims.

You've demonstrated that your synthetic serum is in no way harmful to pregnant women. Consequently, there are no side effects. The government has approved the production and distribution of the serum as a cure for Dusorenitis. Unfortunately, the present outbreak was unexpected and your firm had not planned on having the compound serum available for six months. Your firm holds the patent on the synthetic serum and it is expected to be a highly profitable product when it is generally available to the public.

You have recently been informed that Dr. G. Ruth, an employee of a competing pharmaceutical firm, has recently purchased the entire lot of 4 000 Shelberry fruits from a South American fruit exporter. If you could obtain, in the next few days, the juice of 3,000 Shelberry fruits, you would be able to cure present victims and provide sufficient inoculation for the remaining pregnant women in the stricken area. No other area currently has a Dusorenitis threat. If you obtain the juice of fewer fruits, hundreds of unborn children will suffer brain, eye, and ear damage. Just to stem the outbreak, and prevent its further spread, would require she juice of 2,000 Shelberry fruits.

You do not know the price Dr. Ruth paid or why she purchased the fruits. You do know that she has been recently working on biological warfare research. For a few years now your firm and Dr. Ruth's have cooperated in working together on some joint projects, and relations between the two companies are friendly and trusting. Although you don't know him well, you have met Dr. Ruth on several occasions and have been impressed with his forthright, open manner.

With your firm's authorization, you have arranged to meet with Dr. Ruth to try to purchase the Shelberry fruits you need. You, and a company vice-president in charge of finance, must authorize any expenses, and possibly another 1 or 2 general advisors with government health representatives concerned with the Dusorenitis outbreak.

You have been initially authorized to bid as high as $300,000 to obtain the juice of 3,000 Shelberry fruits.

Question 1. What your objective / goal will be from the negotiation

Question 2. How will you approach the negotiation?

Question 3. What would be the least acceptable for you to achieve

Question 4. What would be the optimal you hope to achieve,

Question 5. If you cannot get what you ideally want to achieve, is there anything you can do?

Question 6.anything else you deem relevant.