Carlos Gonzales Case Study

Carlos Gonzales’ reputation precedes him – he is known as a tough negotiator. Carlos is the new purchasing manager for a large automobile company and has scheduled a negotiation meeting with an important, though financially distressed, supplier. The goal of the meeting is to negotiate the terms for a large contract. The supplier has had a close business relationship with the automobile company for many years; Carlos has called the supplier to meet him at his home. After the guests have been waiting for 20 minutes, Señor Gonzales appears – with a check in his hand. He pulls out his Montblanc pen, writes a number on the check, and places it face-down on the table. He looks directly at his counterpart and says, “You have until tomorrow morning
However, in most professional situations, you will want to be sure not to burn any bridges. If you will be engaging in long or frequent negotiations with someone, then it is worthwhile to adopt a cooperative negotiation style and proceed according to the Harvard Method.
We will examine both the cooperative and competitive negotiation styles in this book. Both are encountered in real life – and a good negotiator will have mastered both.

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SELF-ASSESSMENT 1.2
Nellie Nelson has been invited to the opera. Now she just needs the perfect shoes to match her gorgeous evening gown. At the trendiest shop in the city, she finds exactly what she is seeking – a pair of silver high-heeled sandals. The price is $240. Nellie has already exhausted her budget with the purchase of her evening gown – so now she will have to