Negotiation Management
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Negotiation Management
A Role Play Approach. Working Paper from the Supply Management Institute's series Purchasing and Supply Management
Editors: Jahns, Christopher | Möller, Stephan
(2005)
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Abstract
ArbeitsbuchDie Fallstudie zeigt interessierten Einkäufern und Logistikern inkl. Videobeispielen, wie Verhandlungen detailliert vorbereitet und durchgeführt sowie welche Instrumente und Techniken dabei eingesetzt werden können.This working paper presents a role play approach to negotiation management. Readers will be put into the role of either a buyer or supplier in the automotive industry struggling with price, quality and relationship problems. Based on an initial situation, the reader will learn how negotiation situations can be systematically planned in order to achieve optimal results for all relevant stakeholders.
Table of Contents
| Section Title | Page | Action | Price |
|---|---|---|---|
| Table of contents | 1 | ||
| 1 Case Study Description | 2 | ||
| 2 Personality Description | 4 | ||
| 2.1 Dr. Gonzalez (Purchasing Manager / Buying Firm) | 5 | ||
| 2.2 Mr. Leibacher (Engineer / Buying Firm) | 6 | ||
| 2.3 Dr. Silver (CEO / Supplier) | 7 | ||
| 3 The Perspective of a Systematic Coach | 8 | ||
| 3.1 Dr. Gonzalez (Purchasing Manager I Buying Firm) | 8 | ||
| 3.2 Mr. Lebmann (Engineer / Buying Firm) | 10 | ||
| 3.3 Dr. Silver (CEO / Supplier) | 11 | ||
| 3.4 Summary | 12 | ||
| 4 Theoretical Background | 13 | ||
| 5 Solution | 15 | ||
| 5.1 Basics | 15 | ||
| 5.2 Case Map | 15 | ||
| 5.3 Sociogram | 17 | ||
| 5.4 Stakeholder Analysis | 19 | ||
| 5.4.1 Automotive Producer | 21 | ||
| 5.4.2 John Silver Inc. | 23 | ||
| 5.4.3 Influence Assumption | 25 | ||
| 5.5 Focus Finder | 26 | ||
| 5.6 5 Forces | 29 | ||
| 6 Generation of Alternatives | 34 | ||
| 6.1 Must / Can Criteria | 34 | ||
| 6.2 Possible Alternatives | 35 | ||
| 6.3 Benefit Value Analysis | 38 | ||
| 6.4 Analysis of Possible Threats | 39 | ||
| 7 Strategic Solution Proposal | 41 | ||
| 7.1 The Goals of Cooperation | 42 | ||
| 7.2 The Strategic Process | 43 | ||
| 7.3 Summary | 50 | ||
| 8 Outcome & Results | 51 | ||
| Acknowledgement | 52 | ||
| Literature | 53 |