Sandra Johnson Negotiation Case

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Negotiations are a significant part of any business arrangement. Properly organized and debates can help winning any contract. Sandra Johnson Inc. (SJI) managed to make a bid proposal for the Navy contract. The service to provide is flooring jobs. Having estimated the costs and proposed incentives, another important task to do is to discuss the profit margin.
In spite of the perfection of a bid proposal its implementation and winning can be achievable through negotiations. Among many kinds of negotiations, it is necessary to choose suitable and strategy to win the contract and to reveal more preferences compared to the competitor. According to Li, C., Giampapa, J A. and Sycara, K. (2005), multi-attribute

Negotiations are the most acceptable
…show more content…
Implied changes in design do not require the larger scope of work, but they mean modification of the tiles and providing a wider range of colors or color themes. Sandra Johnson Inc. has an extended range of floor design offers that received positive feedback amidst many clients. When investigating hardwood flooring market, J.Chevalier (2014) underlines that better design is preferable amid the buyers as each of them is willing to get the unique product. The mentioned profit objectives comprise suitable marketing strategy and competitive advantage of the company SJI. Further practical implementation of the suggested ideas oversees the debating of the specified business goals with the Navy representative.

Besides the strategies chosen, there are several kinds of negotiations. Multi-attribute Negotiation presupposes the discussion of many issues included in the contract at the same time (Li, Giampapa, and Sycara, (2005). Bilateral negotiations oversee the two-sided
Interaction and addressing the interests and requirements of both buyer and seller (Li, Giampapa,
…show more content…
The negotiator from
SJI has to present all the winning aspects of the company as much as possible. Such a listing will include such attributes as performance, quality and design. Due to the production effectiveness, the quick and qualitative performance of the staff and a few years marketing experience such a percentage would not be risky for the company. Besides, this rate is fixed during the whole period of the agreement. Having taken into account the lowering of raw material prices SJI may offer discounts without exceeding the required threshold. In the case of 8% margin reduction, it will be necessary to reassure the Navy negotiator not to provide the price less than the appropriate limits (Guasco and Robinson, 2007).
Secondly, it is meaningful to initiate the negotiations sooner than the opponent is. SJI’s representative will act as a cooperative negotiator and preserve the balance between cooperation and competitiveness. M.P Guasco and P.R. Robinson underline that the character of the debates depends on the initiator. The analysts are sure that cooperation is the first

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