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    188宝金博页面版: Make the Pie Bigger and Nobody Loses

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    内容提示： CHAPTER 12 Make the Pie Bigger and Nobody Loses The following case study brings together all the concepts that have been discussed in this book in a single real-world example. It illustrates how these ideas are used in combina-tion and in phases to achieve optimized outcomes for negotiators who are brave enough to venture into the land of SMARTnership and NegoEconomics. The mutual gains solutions that were achieved in this case were enabled by the trust factor. Theory in Practice: The Not So ...

    文档格式：PDF | 页数：6 | 浏览次数：173 | 上传日期：2018-03-30 07:38:58 | 文档星级：
    CHAPTER 12 Make the Pie Bigger and Nobody Loses The following case study brings together all the concepts that have been discussed in this book in a single real-world example. It illustrates how these ideas are used in combina-tion and in phases to achieve optimized outcomes for negotiators who are brave enough to venture into the land of SMARTnership and NegoEconomics. The mutual gains solutions that were achieved in this case were enabled by the trust factor. Theory in Practice: The Not So Drywall Acme Construction, a national leader in civil engineering and heavy industrial markets, has forged a long-standing relationship with Benton Manufacturing, a producer of high-quality construction materials. The two companies meet annually to negotiate terms for a new procurement agreement. Acme Construction purchases approxi-mately 70 million drywall boards from Benton Manufacturing. Contract negotiations typically focus on purchase price, cash dis-counts, and payment terms, while product quality and procurement quantity remain relatively fixed inputs. On average, a piece of drywall board costs anywhere from $5.00 to $5.20 per unit, depending on the thickness of the board. The standard deal-making objective for Acme Construction is to negotiate procurement terms that will yield the most value for their investment, while Benton Manufacturing seeks the optimal price for their products. Since both companies negotiate with competing goals, where one company is striving to minimize expenses and the other is K. Jensen, The Trust Factor© Keld Jensen 2013

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