Contract Simulation and Management Simulation
Memo: Chief Executive of Span Corporation
Re: C-S Negotiations
Situational Overview
At present, Span is in negotiations with the C-S Corporation to determine the particulars of a joint venture between the two organizations. Negotiations have come to an impasse because of what is perceived as C-S's stalling techniques, designed to extract further concessions from Span. C-S has been continually changing the originally defined requirements of the negotiations.
What should Span do when C-S continually adds to or changes their original contract requirements?
One way to cope with this frustrating situation, however, is to view this volatile period of negotiations as a potential plus rather than a minus. Now, it is time for both organizations to take stock, then to come back to the negotiating table with more clearly defined objectives, deploying the current conflict in a positive fashion, with an eye to achieving a final and collective agreement. To make such a change in negotiation strategy constructive, the two organizations must first conduct some mutual brainstorming, as all actors come together to list of all the potential requirements the two organizations might consider within the objectives of the contract, without criticizing or dismissing any options. Then, the organizations must define their mutual objectives for each contractual phase or issue, and anticipate and define the...
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