Sportsgear Negotiation Essay

931 Words2 Pages

Ocampo-SportsGear Negotiation

For this negotiation, we were provided with information beforehand, which allowed time to prepare. Being an avid soccer fan, I was familiar with the terms and conditions used in this type of contract and was aware of the industry dynamics. As a result, it was easy to prepare and I felt my preparation for the negotiation was good.

My general strategy was to go item by item over the contract to gain the most points, and if an agreement cannot be reached on an item I will skip the item and come back with a bundle offer with other points of discussion. So that I can resolve the issue with a give and take method. Also, start off with an offer which maximizes the points for the agent and then work it down to reach …show more content…

Hence, I do not have the full picture like in the other negotiations where I had all the information. As part of the process, I have to extract information from my team in order to negotiate effectively as a team.

We had an open discussion as a team and each member shared their aspirations from the deal and we created a joint strategy which ensured we met each other’s targets. Also, we reconciled all the information each team member had so that we have an idea of what the overall deal we are negotiating. Additionally, we decided on the role each person would play including agreeing on the chief negotiator.

Once the negotiation started, our counterpart team appeared to have prepared a strategy to ask information from us. Which was completely different from what we had prepared. Our strategy was to share the market dynamics and had a set opening statement for the negotiation. However, we had not considered what we would do after the opening statement in each round. As we thought we will be discussing the deal directly

Open Document