Consider a situation where you are negotiating with Wal-Mart for your family farm’s milk
Business Negotiations – discussion
David Meets Goliath – Negotiating with Wal-Mart
Consider a situation where you are negotiating with Wal-Mart for your family farm’s milk. Confronted with various hardball price challenges, what type of negotiation situation would you use: distributive or integrative and why?
What are your key negotiating principles?
Note: This is for a discussion forum. 75-150 words are required.
In this case, I would apply the integrative negotiations technique. Walmart is a retail giant with enormous market power hence the capability of influencing the market or overlooking a small business like our farm milk venture. Therefore, in the phase of hardball prices, creating a situation for a win-win situation will draw Walmart’s………………..