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Essay / Research Paper Abstract
This 20 page paper looks at a case supplied by the student. Big Time Snack Company sell snacks to a range of buyers, including a national retail chain Whole Foods. A new buyer at Whole Foods wants to consolidate their supplier and terminate the contract with Big Time in favor of a supplier. The paper looks at the way that the company might open and conduct negotiation looking at concepts and tools such as aspiration level, satisfaction level, BATNA, win/win negotiations, power and leverage as well as cognitive bias. The bibliography cites 10 sources.
Page Count:
20 pages (~225 words per page)
File: TS14_TEnegsnack.rtf
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Unformatted sample text from the term paper:
given their leverage. In the case of Big Time Snack Company, a snack food company, there is a problem, a large proportion of their sales come from a single national
retailer, World Food, responsible for the sale of 3,200 bags of snacks a month and a profit of $3,520 a month. Loosing the contract could be harmful. There
has been a change in the management of the World Food that bought these supplies; the old buyer who was happy to leave things as they were has retried and
a new, more savvy, buyer has taken his place. The new buyer had an MBA and is using his knowledge to create supplier consolidation in order to create efficiency and
to the benefit of the company. Big Time Snack Company has been told that their contract to supply a World Food is to be terminated. With a number of issues
including falling sales and some problems with consistent supply is due to logistics difficulties it is possible to assumed that World Food believe that they will be able to develop
long-term business using only Snack Master; the main competitor of Big Time who also supply World Food. Big Time to not want to lose the contract; as seen this
is a major part of their business and would have a negative impact on their turnover. As a result, the company need to enter into negotiations with World Food which
would help them retain the contract, and possibly find a way of increasing sales within stores. In order to undertake negotiations it is important that the different influences, impacts and
stages of negotiation understood so that the company can conduct themselves to maximise their strengths and achieve their goal. There are a number of factors which need to be considered.
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