Negotiating involves convincing the other party that they should receive what they want. However, knowing what they want from negotiation is just a small part of what it takes to anticipate the negotiation process. The success of a firm emanates from developing effective negotiation strategies that convince the other side that what they want is reasonable and fair. This negotiation plan will indicate the position of Excalibur Engine Parts Company’s Vice President for Sales, Mr. Simon in convincing Knight Engines Inc. to purchase their pistons.
Issues in the negotiation
The negotiation between Knight and Excalibur has a number of issues including: