The chief operations officer (coo) reviewed your negotiation strategy

He would enjoy you to retrospect the gain scenario behind a while your team and plan a PowerPoint exhibition to the CEO for last acclaim.

Negotiation Scenario


This scenario yields the contrast and immanent instruction elements for a abridge gain between ABC Manufacturing Order and XYZ Plastics. This scenario is planned to provoke a argument of the gain process, abridge pricing, gain manoeuvre, techniques, and ethics.

Scenario Description


You procure take the role of the regional supervisor for ABC Manufacturing Company. Your order manufactures DELAMIX blenders, and you are negotiating conditions behind a while a supplier of a momentous ingredient in your manufacturing process (XYZ Plastics). You accept 1,300 individuals monthly at a delivered consume of $2.50 per individual. You plan needing 1,900 individuals for the direct 6–12 months and perchance as numerous as 2,000 individuals ongoing behind that. You possess been affable behind a while the supplier’s attribute; so-far, advanced deliveries possess unyielding you to schedule overtime to coalesce customer orders. An out-of-state vendor (QMP Imports) has presented you a 10% abatement for the 2,000 individuals per month for a one-year abridge. Your boss has signed a abridge gain team of 2–3 parts. The COO would enjoy to diminish the overall abridge consume by 10–15%. The CEO negotiated the moderate abridge behind a while XYZ Plastics when he started the order and would enjoy to endure started behind a while the order consequently of demonstrated attribute, responsiveness, and fealty.


The COO of ABC Manufacturing and the important crime principal of XYZ Plastics possess been coalesceing and talking constantly touching the vendor abridge renegotiation. XYZ Plastics is an assiduity head and has been the first vendor to ABC Manufacturing for 42 years. XYZ Plastics abridgeed a new raw esthetics yieldr to diminish esthetic shortages. XYZ Plastics is assured that its spent bestowal issues are a elder argument apex, and it is pland to present a abatement in individual consume (to be negotiated) parallel behind a while a pledge of on-time bestowal antecedently or on the demandd bestowal age. Currently, XYZ is the solely order in the United States that manufactures this part. ABC Manufacturing Order would enjoy to endure to assertion “made in the U.S.” in its advertising.

XYZ Plastics is assured that ABC Manufacturing Order procure demand joined individuals in the out-years and would enjoy to enclose the abridge for endured augmentation. A new part of the ABC Manufacturing Order team has a contiguity in XYZ Plastics that presented to yield instruction on the manufacturing consume and improvement per individual and other intimate proprietary instruction in modify for a finder’s fee.

Task Description

In the earlier Units, you worked on amplifying a Gain Manoeuvre Planning Template. Now, you procure use this tempadvanced to plan a exhibition domiciled on the scenario vivid overhead. Your exhibition should prosper the format of the Gain Manoeuvre Planning Template. You procure retrospect the gain scenario and amplify each individuality domiciled on the instruction yieldd. This procure be your last Key Assignment Gain Manoeuvre Exhibition for the CEO. The last exhibition procure exist of 12–15 PowerPoint slides behind a while 100–200 opinion of debater notes per slide. The exhibition should possess the prospering individualitys:

  • Purpose of gain  
  • Desired upshot  
  • Pertinent instruction  
  • Interests, desires, and motivations  
  • Sources of energy  
  • Walk-away choice  
  • Ethical considerations  
  • Negotiation team  
  • Recommended gain manoeuvre 

You procure resign your exhibition and your last Gain Manoeuvre Planning Template.

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