One of the most important aspects of negotiating with someone or a business that you have a long-term and ongoing relationship with is maintaining that relationship post-negotiation. Consider the following negotiation:
You are the account manager for a supplier of computer chips. You have a long-term relationship with a manufacturing firm you provide with computer chips for its product. There have never been any previous issues and you and the company, ABC Manufacturing, have had a great relationship. However, with the last shipment, there were defects in 25 percent of the chips. You need to discuss this issue with your customer and determine the best solution. Your main concern is not ruining the relationship, but the defects are costly for you and the customer.
Based on this scenario, brainstorm your answers for the following areas:
- Goals
- Trades
- Alternatives
- Relationship
- Expected outcome
- Consequences of winning or losing
- Power
- Possible solutions
After completing the eight areas, prepare a letter to the company’s president. Consider the elements above in the letter. Your letter should contain the following:
- Current issue
- Your suggestion to solving this issue
- The outcome you would like to see
- Timeframe
- Suggested alternatives and solutions
Your answers to the eight elements can be written in a numbered list; however, your letter should be written in complete sentences. The letter should be one to two pages in length. The paper should be structured formally following the CSU Global Writing Center.
