Negotiation Federal Science Fund Prepare Sheet

Read Summary
Summary

In this negotiation, the main issues of importance are funds for R&D, ability to contribute value of each consortium, and future relationship with other firms. The BATNA for both parties is $0 if the other two firms cooperate with each other and exclude them. The target is to cooperate with Stockman and split the fund of $440,000 between the two firms. The sources of power for Turbo are its established reputation, concentration on cancer-related technologies, and ability to contribute more value than United. The sources of power for Stockman are the largest laboratory, the greatest number of scientists, and a reputation for producing a wide variety of products. Turbo’s opening move is to cooperate with Stockman and exclude United from the project. If that does not work, Turbo will try to negotiate with United to share $200,000 or propose that all three firms do the project together.

Table of Content

Negotiation: Federal Science Fund Role:Turbo What issues are most important to you? (list in order of importance) 1. Funds for R&D 2. Ability to contribute value of each consortium 3. Future relationship with other firms What is your BATNA? Reservation Price? Target? My BATNA is $0 if the other two firms want to cooperate with each other and kick me out. My target is to cooperate with Stockman and get the fund of $440,000 and split the fund between us two. Since Stockman contributes more value than me but I have more need of money than him, I hope to divide the fund half and half and each of us gets $220,000.

What are your sources of power? My source of power is that our firm is oldest and well established with mid-sized staff and a moderately sized laboratory. Turbo concentrates in cancer-related technologies and has a reputation for steady output and reliable products. Turbo contributes more value than United. Moreover, if stockman and I cooperate, we could get the highest fund that is $440,000. What issues are most important to your negotiating partner? (list in order of importance) 1. Funds for R&D 2.

Ability to contribute value of each consortium 3. Future relationship with other firms What is your negotiating partner’s BATNA? Reservation Price? Target? Their BATNA is also $0 and if two other firms cooperate with other. Their target may also be to cooperate with one firm and split the money between two. I think stockman’s strategy will be the same as me since we are two most powerful firms among us three. What are your negotiating partner’s sources of power? Stockman concentrates in basic research, producing a wide variety of products.

Stockman has the greatest number of scientists and the largest laboratory. United industry is the youngest company, with the smallest staff and lab. It is known for innovative technological breakthrough. What is your opening move/first strategy? Other important information? My strategy will be I want to cooperate with Stockman and kick United out. Then I could split the money with Stockman. If Stockman does not cooperate with me then I will talk with united and ask to share $200,000. If still not working, I hope to three of us do this project together.

Cite this page

Negotiation Federal Science Fund Prepare Sheet. (2016, Sep 29). Retrieved from

https://graduateway.com/negotiation-federal-science-fund-prepare-sheet/

Remember! This essay was written by a student

You can get a custom paper by one of our expert writers

Order custom paper Without paying upfront