Negotiation : Brokering a Distribution Deal Between a Jam Entrepreneur and a Regional Grocery Chain / Jen Riley.

Format:

Book

Author/Creator:

Riley, Jen, author.

Language:

English

Subjects (All):

Negotiation in business.

Entrepreneurship--Decision making.

Entrepreneurship.

Physical Description:

1 online resource

Other Title:

Negotiation

Place of Publication:

Los Angeles, CA : SAGE Publications, Inc, 2024.

Summary:

This Data Challenge asks students to craft a negotiation proposal finalizing details of a distribution deal between a budding local entrepreneur, Sunshine Sweets, who is seeking to expand into a regional grocery chain, and the chain itself, Harvest Haven. As the lifelines to business success, closing distribution deals and creating sustainable partnerships are key aspects of entrepreneurship that students should understand. This experiential learning activity will help students learn the importance of preparation in negotiating, finding a mutually beneficial arrangement, and proposing negotiation terms. Students will prepare for the distribution negotiation as a jam entrepreneur negotiating with a buyer from a major grocery store chain in the southeastern United States. Students are presented with data including market research for jellies, jams, and preserves; Harvest Haven company store data; and Sunshine Sweets' product catalog and pricing information. Using these data, students are asked to prepare their proposal to negotiate the deal. With basic math and the presented pricing/sourcing research, students can determine what they want to propose during the negotiation. Given the provided information, students must determine their opening offer for the buyer and internal benchmarks for the remainder of the negotiation, including flavor preferences, pricing breakdowns, quantities, production schedules, and the best alternative to a negotiated agreement (BATNA), most likely alternative to a negotiated agreement (MLATNA), and the worst alternative to a negotiated agreement (WATNA) for previously listed negotiables plus the reservation point (i.e., the lowest amount they are willing to accept) and value proposition (i.e., what value they feel their product provides for the company and end user) for the brand.

Notes:

Description based on publisher supplied metadata and other sources.

ISBN:

1-0719-7447-5

9781071974476

OCLC:

1465660232