Mapletech Essay

333 Words2 Pages
By analyzing the situation, I found that the lack of time for Yazawa to fulfill Wasuzu requirement could work on Mapletech’s behalf since we don’t have a binding contract to satisfy and we have the time to complete the necessary modifications to produce the headlamps. There wasn’t any possibility for a future relationship with Yazawa or Wasuzu, the pressure to preserve good relations in this negotiation is lower. I would use the information given by my Chief Production Engineer on how “costly” would be to do the necessary modifications to my production line in order to fulfill Wasuzu’s requirements as arguments to bargain. However, Yazawa’s BATNA is a little bit stronger than ours given that they have another feasible option: a rival Japanese firm. Thus, my first offer of $35 has to be very soft and flexible to avoid scaring Mr. Mori away. I state this price that would be also a counteroffer to any opening suggestion from Mr. Mori. That price could be justifiable based on the modifications that the production line needs in order to produce the headlamps for Wasuzu. I strike a good deal if the negotiation falls somewhere in the middle between my reservation price $10 and aspiration value $30, which is the target price that I set up prior to the negotiation. After my first offer, Yazawa make a counteroffer of $30. I suspected that there is some room for the price. Therefore, I used the haggling strategy with labeling my concessions, I make an counteroffer for $31. Finally, we strike a good deal for $31. I would strongly object to say the first offer given that I have a very vague idea of Yazawa’s reservation value. I learnt that if I suspect that I may not have enough information about the ZOPA, I’d be wise to defer an opening offer until I have collected more information. If I can’t avoid it, I would state a price that would be also a counteroffer to any opening
Open Document