Week 7 – Alplaus Negotiation Journal
MNGT859
Zach Lewis
Your Name: Zach Lewis/General Manager
Counterparts’ Name(s): Anthony Grese/Alplaus Sr. Field Rep
Date: 12/9/21
Name of Negotiation Exercise: Alplaus Negotiation
This negotiation went well and ended with us both getting optimal or better outcomes. We settled
on 25% refund of the current machine, 5-year supplier agreement for all equipment needs at 10%
discount, and the machine would be fixed the next day by their technician. We both wanted to
work to get past this issue, build on the employees liking the machine when it did run well, and
growing together for the future.
My most important negotiation mistake was to settle initially a little lower than what was
attainable, but before we fully agreed we started negotiating on more aspects of a deal that
allowed for better terms for both. I was more focused on the future relationship than this single
transaction.
My counterpart’s most important negotiation mistake was allowing for a bigger deal to be
negotiated after he would have gotten a solid “win” for his company. However, it was with the
future in mind and with what we agreed to easily covers the refund and discount provided for in
our deal.
Two examples of how I tried to apply negotiation techniques form the book were with building a
lasting partnership immediately and getting the tension of the moment to be focused on what we
can do in future together and move quicker past this small barrier. Also, getting us on equal
playing field with position of working together to both have staked future was important.
I want to keep focusing on keeping bigger picture in mind and utilizing it to help broker better
deals. Let the negotiation be a broader focus when able to help secure longer lasting outcomes.
