Question

Adel works for a major airplane manufacturer in the Midwest. He must travel to Washington, D.C. to negotiate revisions to a contract with the United States Military. The key issues presented are cost overruns due to complex engineering changes. He has two weeks to prepare for the meetings that will run over a period of three days. His department is currently spread thin working on several projects simultaneously. Adel’s staff is a fairly homogeneous group, most with engineering backgrounds. His two senior people typically disagree on everything.

Case Discussion Questions:

1. What factors should Adel consider in deciding whether or not to use a team for the negotiation?

2. What additional information would you desire before making your final decision on whether to take a team to Washington?

3. How should Adel decide who to take to the negotiation?

Solution Preview

This material may consist of step-by-step explanations on how to solve a problem or examples of proper writing, including the use of citations, references, bibliographies, and formatting. This material is made available for the sole purpose of studying and learning - misuse is strictly forbidden.

Answer 1:

Adel should consider the complexity of the task being negotiated along with the varying levels of expertise which would be needed to effectively negotiate the deal. If the task does not require skills and expertise which are not possessed by Adel, he should not consider using a team for negotiation. Teams add to the complexity of the process and there are high chances of conflicts...

This is only a preview of the solution. Please use the purchase button to see the entire solution

$18.00

or $1 if you
register a new account!

Related Homework Solutions

Business Questions: Modes of Entry
Homework Solution
$93.00
Business
Financial Management
Economy
Licensing
Manufacturing
Franchising
Joint Venture
Global Markets
Direct Foreign Investment
Companies
Sales
Industry
Management Contracts
Modes Of Entry
Business Plan (1000 words)
Homework Solution
$25.00
Business Plan
Competitive Advantages
Corporate Social Responsibilities
SWOT Analysis
Business Goals
Ethical Issues
Organizational Chart.
Business Questions
Homework Solution
$30.00
Business
Company
Incorporate
Diversity
Workspace
Recruitment
Selection
Organization
Get help from a qualified tutor
Live Chats