A. About You
1. Overall Goal- To get a new model of the JAC 36 ready soon, and for it to sell.
2. Issues- Price, portability, materials, processor. chip speed, voice commands, optical coupling, manufacturing efficiency
3. How important is each issue to you?- The issues are all important to me. I want to find the combination that will be best to the company. I do not fully know all of the facts of the issue, and developing a scoring system before talking to the other managers would be premature.
4. BATNA- There is no good alternative to a negotiated agreement in this scenario. We should all want what is best for the company and that is a new version of the JAC 37.
5. Resistance Point- The resistance point for the senior electrical engineer would be a portable unit. It would be better for the company to do a regular model first, but if the pressure is really there, I could settle for manufacturing the portable unit.
B. About the other side
1. How important is each issue to them?- It depends on their position. The vp of sales will obviously want lower prices. Manufacturing will want more time to develop the manufacturing process.
2. What is their BATNA?- I think all of them know that we cannot settle without having an agreement.
3. What is their resistance point?- I think it depends on the position. We should not have to get the that however, if we all work together.
4.What is your target?- The target is to get the best product at the cheapest price as soon as possible.
C.The Situation
1. What deadlines exist? Who is more impatient?- The deadline is a soft deadline set by the company president, who said he wants the new version "soon."
2. What fairness norms or reference points apply?- We are all co-workers working for the good of the company. Our negotiations should revolve around sharing information and problem solving to work for a common good.
3. What topic or questions do you want to avoid?- What will you do if they come up? Topics to avoid are mainly the issue of building a portable unit now. The portable unit should wait until this revision is complete. If it comes up, I will state that the issue has already been settled and we need to work on this revision.
D. The Relationship between the parties
1. Will negotiations be competitive?- If so, what are the future consequences of each strategy, tactic, and action you are considering? We work together, so we will probably have meetings about the project again. I'm using a cooperative strategy
2.a) Can you trust the other party? What do you know about them?- I think I can trust them. I'm sure they all have a few personal motives, but they should be working for the good of the organization.
b)Does the other party trust you?- They should. I am the authority on the technical aspects of the project. They think they know how it is put together, but I am the only one who really knows what is going on inside of these complex machines.
3. What do you know about the other parties style and tactics?- Nothing, except they should be using cooperative strategies too,
4. What are the limits to the other party's authority?- Mostly what they are vice president of.
5. Consult in advance with the other party about the agenda.
