Bakra Beverages Negotiation Case Essay

The negotiation was fast. BebsiCo gave me a cost for a p.a. contract of $4 M and I agreed. We agreed to negotiate once again next year after seeing the percentage of the target marketplace we study reached. The deal was fair, and created value for me (reputation and possibility to obtain financing). I withal noticed them about the availability to distribute in the largest chain-restaurant in the pastoral (low cost for us, high value for them).This was an example of a claiming value negotiation, where two parties tried to achieve an individual gain (the best price) and only the price being discussed. However, it has integrative issues as well, because it is important to build a long-run relationship to keep distributing in the future. My BATNA was bankruptcy, and my reservation point very low, so any deal for me would be good. It was important to try to get a lot of information from the other party before you negotiate the price, because you may find out something. The openi ng party discussing the price shows a lot. So I tried to give her all the information I had (about my experience, my contacts) and exact her about things such as why dont you insufficiency to work with Kabir or why are you occupyed in on the job(p) with us. Based on our answers, it was clear that we both had the same interest succeed together.I learned from this negotiation that in claiming value negotiation, in that location are ways to include creating value issues. We could have negotiated including if you do this, past you get that. I also learned that it is important to know the interview points before you negotiate to get a fair deal. Parties may have assymetric information, but sharing information helps achieving your interest.