Week 3

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Good morning,

Last week (November 13th), we did 2 exercises of negotiation.

(comment written on the day of the course, with frech memories as the teacher adviced us)


> First exercise of negotiation:
I was buyer with Jessica (we played together); Marina was the seller.
We needed 1,000 kilogram of premium-quality cinnamon for our baby-food products. The context was more complex as the last courses' negotiation, with different parameters as government subsidies, reputation about quality of products, reputation about payment terms, concurrents...

The fact that we had many parameters with figures and pourcentages was making the negotiation harder for me because while the discussion and price evolved, I had to recalculate the value a few times. But the advantage of the complexity of the factors of that case is that we could create value, so enlarge our possibilities for the deal. That's how we end up by accepting the possibility of a future long term partnership with lower prices and to pay 70% in advance (before we receive the products). Our price was 600 rs, so our reservation price. We asked 400 at the beginning and Marina 800 rs, so I think it was a fair deal for both of us. After having done the part of the course "who should make the 1st offer?", it was funny to see during the beginning of the negotiation that both Marina and Jessica and I were doing small talk, avoiding to make the 1st offer After the negotiation, we told each other our BATNA, it was interesting to rethink about the negotiation knowing why Marina was saying this or that, with her BATNA in mind. She was surprised to hear that we had a secret info (the 17% of additionnal subsidies). We ended up the conversation both parties happy, so it was a win-win 🙂
> Second exercise: "Win as much as you can" Then we made a group negotiation exercise. It was dealing with trust. I enjoyed the game and I'm happy that in my group we were trustable, at least for the bonus times.


Thanks for reading, see you next week ! :)
We have to prepare our role for a group negotiation, I'm curious to see it!

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