Part A

MGMT307 – Negotiation

Student ID Student Name

10312065 Harjinder Kaur

I will be negotiating for: Knight Excalibur (Highlight One)

Knight & Excalibur Negotiation Preparation Checklist - Part A

Knight Excalibur
Options 1. Let's try to get a better deal on the Class "A"
(Possible pistons from Excalibur. We can tell them that other
scenarios or places offer a lower price, and we're looking for a
solutions – Min long-term partnership. Remind them that being
3 each) associated with Knight's good reputation and having
their name on our engines is good advertising for
10 Marks them.
2. We should talk to Excalibur about not having to
pay the 5% "rush fee" if they agree to advertise on
Knight's engines. Let them know that it's a win-win
situation, and it'll help both our companies build a
better relationship.
3. See if we can order cheaper pistons from Mordred
Technologies Inc., even if they can't deliver in two
weeks. We can use these pistons for future orders or
to upgrade our current engines.
BATNA If we can't make a deal with Excalibur, let's think
(If no negotiated about going with Mordred Technologies Inc. even
agreement, what though they take four weeks to deliver. We could use
is the bottom their stuff to make our current engines better or save
line?) them for future deals.

5 Marks
Communication 1. We think Excalibur really wants a government
(What contract and might be willing to talk about the price
assumptions of working with Knight for a long time.
should I be 2. We know that Excalibur wants government
making? What contracts and charges extra if we need things in a
do I know about hurry.
the other side?) 3. We're guessing that Excalibur likes the idea of
people seeing their name on all the engines that use
5 Marks their pistons from Knight.
4. Mordred Technologies can't get us the pistons in 2
weeks, but they're okay with giving us a better price if
we can wait for 4 weeks thinking about these choices
and what we're guessing about Excalibur will help
Knight figure out the best way to talk and make a deal
with them.