Jordan Electronics
This week's negotiation was particularly intersting. There were several different groups represented by one to two students. What was most intriguing about this negotiation was that each side wanted what was best for the company, but their ideas of what was best for the company was highly conflicting with every one else's ideas. As president of sales, I have acquired a close relationship with our customers and I am intune with what they wish to see in our future products. According to the wishes of the Boss, we must produce an upgrade to the desk mounted JAC unit before focusing all attention on the Portable unit. However, the budget committee feels that we do not have enough money to focus on the portable unit. The R&D committee wants to work on the portable unit as soon as possible and feels it is unnecessary to upgrade the older model of the JAC. The engineereing team feels that they need time to work out the bugs of the portable model and attending a convention would give them adequate preparation to work out the problems with this device. As sales managers, my partner and I argued for and upgrade to the mounted unit with several upgrades so that we have something to boost our competetiveness until we have the portable device ready. Although this did not sit well with R&D, we decided that this was the best move for the company and decided to continue with this idea. My main tactic for this negotiation was letting the other sides know that our customers have greatly helped to shape this company into what it is today. If we cater to their interests, we preserve clientele and gain a foothold in our fleeting market. Once the other teams knew this, we were able to work out a deal. We filled out our debrief and reflected on the case.
A take home message that i have learned from this negotiation is that conflicting interests are bound to hinder a negotiation process, but by working on a common ground will generally tend to make others more yielding to achieve this common goal. In this case, the R&D team were willing to work on the components for a new desk mounted JAC unit for the best interests of the company. This is definately a precious technique for all future negotiations.
A take home message that i have learned from this negotiation is that conflicting interests are bound to hinder a negotiation process, but by working on a common ground will generally tend to make others more yielding to achieve this common goal. In this case, the R&D team were willing to work on the components for a new desk mounted JAC unit for the best interests of the company. This is definately a precious technique for all future negotiations.