Negotiation process

Week 7 Activity – Negotiation Process – Part 1

Overview

This week, you will start to lay the groundwork for a negotiation plan that will be finalized in the Week 9 assignment. Based on the scenario, you will identify key selling points and negotiation approaches.
Scenario

You are the lead contract negotiator of a small women-owned company that specializes in providing building security using retired military personnel. You have been tasked with acquiring a contract with a medium-sized agency within the federal government who is looking to expand its small business contracting opportunities. The length of the contract will be five years. As the lead negotiator, you are aware of the size of the U.S. government and the strength of its negotiating power. Your main goal during your negotiation session is to write a contract that enables your company to make a profit on the services you are selling.
Note: You may create or make all necessary assumptions needed for the completion of this assignment.
Preparation

Two of your main competitors are Tyco Integrated Security and United Security Incorporated. Prepare by using the Internet and/or the Strayer University Library to research services similar to those offered by your company using the suggested resources below or other appropriate sources.
United Security Incorporated.
Tyco Integrated Security.
Strayer University Library: Business Source Ultimate Database.
Detailed instructions about using the Business Source Ultimate database for this research are provided in Week 6.
Instructions

Write a 1-2 page paper in which you:
Identify and examine similar services that your company’s competitors offer. Develop at least two potential selling points that your team will be able to use to overcome any objections on price or quality of your service.
Describe at least two key approaches that your negotiation team should use to research the negotiators representing the government and the government’s overall operations. Provide a rationale for the approaches.
Use at least two sources to support your writing. Choose sources that are credible, relevant, and appropriate. Cite each source listed on your source page at least one time within your assignment. For help with research, writing, and citation, access the library or review library guides.
This course requires the use of Strayer Writing Standards. For assistance and information, please refer to the Strayer Writing Standards link in the left-hand menu of your course.
The specific course learning outcome associated with this assignment is:
Develop a negotiation strategy that addresses key approaches, overcoming objections, and negotiating gambits for a given business negotiation.

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