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MANAGEMENT
SIDDHARTH KAUSHIK(15SECE106001)
NEGOTIATION CASE STUDY
Ans.
Negotiation is a process that tries to maximize the benefit to
both buyer and seller . Mr. Kumar adopted a passive-
balanced strategy. Business with Voltas important for EEL.
Hence, allowed them some concessions. Provided
discretionary 12% discount too. Although, could have taken a
more dominant position. So I am not completely satisfied with
the way Mr. Suresh Kumar had negotiated with Voltas.
The Positives of Mr.Kumar were:
Mr. Kumar was right in allowing only 12% added
discount.
Demand from Voltas was unrealistic.
12% discount - Win-Win situation for both parties.
Both companies working on thin margins. Hence the
12% was appropriate.
Although business with Voltas desirable - 15% would
be stretching too much. Hence, correct impression
provided.
The Negatives of Mr.Kumar were:
Mr. Kumar gave in too much too soon.
Rather, he could have been compromised with freight
charges.
Could have explained the services they were offering
as a compromise on price.
Could have explained the benefits of dealing with EEL
to Mr. Bhasin.
Competitors might not offer even this much discount.
Ans.