Reflection

XI. Role-play. Propose your Arrangement

Your Bargaining Style.

Now that you have read about many aspects of negotiations, it is time to see what your own style of bargaining is. You will act out a role-play and then reflect on our style of bargaining.

XII. Divide the students in two groups: A and B. Group A reads the seller's information in Task XII. Group B reads the buyer's information in Task XII. In your group, decide what items are necessary and non-negotiable and what items may be given up in the negotiation as concessions. Next find a partner from the other group and negotiate an agreement. Then write down your agreement in the following table.

Final Agreement of Widget Sale

Price per unit

Conditions of assembly

Terms of payment

Delivery date

Future discounts

Other conditions

XIII. Think about how you negotiated in the role-play. Complete the following worksheet. Then compare your answers with your partner's.

REFLECTION ON ROLE-PLAY Styles of Persuasion How did you try to persuade your partner? Each line below represents a continuum contrasting two different styles of persuasion. Indicate where you fit in, on each line.   cooperative ---------------------------------------------- competitive spoke indirectly to no one ---------------------------------------------- spoke directly was embarrassed ----------------------------------------- or humiliated used emotion ---------------------------------------------- used logic reacted carefully --------------------------------------------- reacted quickly   Concessions Did you bargain issue by issue or talk about the whole deal before bargaining? _________________________________________________________ Did you make many concessions? Did you make them early or late in the negotiation? _________________________________________________________ Did you reciprocate your partner's concessions? _________________________________________________________   The Deal Did you get a good deal? _________________________________________________________ How about your partner? _________________________________________________________ Was it a successful negotiation? How?  

XIV. The following information will be useful to you when preparing for the role-plays above:

Group A: Seller's Information

Price per unit	$3.50 per widget
Conditions of assembly	Can ship in parts or ready assembled. Preferable to ship in parts and then send a supervisor to assist with assembly
Terms of payment	With prepayment get 10 percent discount. A letter of credit payment limited to sixty days
Delivery date	Can only provide 5,000 widgets by May. Other 5,000 widgets available in August
Future discounts	10% discount on repeat order
Other conditions	A minimum order of 2,500 widgets

Group B: Buyer's Information

Price per unit	$3.00 per widget
Conditions of assembly	Prefer ready assembled, not in parts
Terms of payment	Want to pay over six months with a letter of credit
Delivery date	Need 1,500 widgets by May. If satisfied with the product, will repeat order of 5,000 for July
Future discounts	Want a 15 percent discount on the repeat order
Other conditions	Want only 1,500 widgets in first order

Group A: U.S. Cultural information

Дата добавления: 2014-10-15