Bakra Beverage Negotiation

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Additionally, Bebsico showed me it really needed the deal by continuing to increase the contract price without me offering any concessions or adding anything at all to the deal.

Demonstration

I thought it was helpful to watch how both sides were able to push back on the other’s needs and interests. Bakra did a good job of this when Bebsico said it needed to be a priority and needed reliability. As a counter to Bebsico needing to be a priority, Bakra said if it were to meet this need, Bakra would need Bebsico to be its sole source of revenue. I thought this was a good point and countered Bebsico’s interest of priority very well.

Bebsico did a good job of focusing on how Bakra’s reputation has changed and due to that, the price Bebsico is willing to pay is lower than it once was. Bebsico also did a good job of distinguishing the price it paid in Yoman, and showing that price is not relevant to this contract price.

Bakra did a good job of giving an offer and justifying it when Bebsico asked for a proposal. I also thought Bakra did a good job of holding and not giving into pressure when Bebsico kept demanding a certain percentage of market saturation. It was clear that Bakra did not think it could guarantee such a high percentage and doing so would have just set Bakra up to fail.

Overall, I enjoyed watching the demonstration, and I think it is very helpful to watch someone else’s take on a situation I was just in.

I enjoyed this negotiation. It is simple and could be placed earlier in the semester if needed. There are not very many moving parts, and it is set up to allow both sides to ask questions and try to determine how badly each needs a deal. It is also a chance to see how each side chooses to use the objective criteria.