You are the lead contract negotiator
of a small company that specializes in small GPS guided guidance equipment that
can be used in most vehicles. You have been tasked with acquiring a contract
with one of divisions of the federal government that is developing driverless
convoys for moving goods and supplies. A customer is able to easily
attach your system to a standard portable radar & laser system. As
the lead negotiator, you are aware of the size of the U.S. government and the
strength of its negotiating power. You are also aware of the break-even
point in which your company would need to reach in order to make a profit. Your
main goal during your negotiation session is to write a contract that enables
your company to make a profit on your product that you are selling.
Use the Internet to research similar
equipment that your company’s competitors manufacture.
Note: You may create and/or make all necessary assumptions needed for
the completion of this assignment.
Write a six to eight (6-8) page paper
in which you:
Analyze the key approaches that your
negotiation team should use in order to research both the government
negotiators attending the negotiation session and the government's overall
Examine similar equipment that your
company’s competitors produce. Indicate at least two (2) potential selling
points that your team will be able to use to overcome any objections on price
or quality of your product.
Describe the essential steps that you
would advise your negotiation team to take in opening the negotiation session
with the U.S. government negotiators.
Analyze two (2) negotiating gambits
that you would use to conduct a successful negotiation session. Justify your
Outline the major reasons why it is
important for you, as a negotiator, to write the contract that represents the
interests of your company, as opposed to allowing the government's negotiation
team to dictate the terms of the contract. Present two (2) reasons why you
would not want to allow industry members to write the contract. Justify your
Examine common body language
attributes that your negotiation team would look for during the entire
negotiation process. Specify the primary reasons why you believe these
attributes would assist your negotiation team in overcoming any potential
obstacles or objections that would arise.
Use at least three (3) quality
resources in this assignment. Note: Wikipedia and similar Websites do
not qualify as quality resources.
Your assignment must follow these
Be typed, double spaced, using Times
New Roman font (size 12), with one-inch margins on all sides; citations and
references must follow APA or school-specific format. Check with your professor
for any additional instructions.
a cover page containing the title of the assignment, the student’s name, the
professor’s name, the course title, and the date. The cover page and the
reference page are not included in the required assignment page length.