Read the attached articles then outline the important factors for negotiation. What information do you need and what strategy would you use?
Consider the following scenario:
You are negotiating terms with a supplier of a critical component in your manufacturing process. You receive 100 units monthly. Your project is expanding and needs 150 units for the next 6 months and perhaps as many as 200 units ongoing after that. You’ve been satisfied with the supplier’s quality, however there have been two occasions where late deliveries have forced overtime to meet customer commitments. An out of state vendor has offered you a 20% discount for the 200 units per month for a one-year contract. 


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