My Name: Max Levchenko Negotiation Title: Mexico Venture My role: Luis Martinez
| Issue | Self- | Other- | |
| Issue 1 Pricing | Change Pricing Structure | ||
| 1 | -Want to offer larger discounts from list price -Would like to increase discount to 25% off the U.S dollar list price | Priority | -Want to increase sales in Mexico – |
| Issue 2 Advertising & Promotion | Increase advertising and Promotional Dollars | No reason to increase? | |
| 5 | -Believe the closing percentages of my sales team are evidence enough that more advertising would result in more sales | ||
| Issue 3 Commission Structure | Additional 10% in commissions above last years volume | ? | |
| 3 | -Would help increase sales since team would worry less about commission -Need to | ||
| Issue 4 Commission Pool | Keep Commission Pool | ? | |
| 4 | -Difficult to pay one sales person for commission (they work together) -Makes everyone accountable for success of company | ||
| Issue 5 Labor/Staff | Implement transportation/bonuses for attendance and do not hire anyone else | ? | |
| 2 | -Training is expensive -Traditional to pay a Christmas bonus which can be expensive -already have 3 new salespeople -Required to pay 3 months’ severance pay to anyone who is terminated after being employed for a year | ||
| BATNA | Get hired by Seguro and have all of my employees come with me. | ||
| Reservation Price | -More than 10% discount rate – – – – | ||
| Target | -Increase discount ability to 25% off U.S dollar list price -Increase advertising and promotions -Do not hire anyone else -Increase commissions by 10% for sales above last years volume – Do not change original pool policy -Do not apply Absenteeism policy, instead pay for transportation -Defend Brother Jose |
Other notes: (Write anything you think might be useful but cannot fit above, such as strategies and styles)
Chapter 6
One of the potential problems with gathering information requirements by observing potential system users is that people may change their behavior when they are being observed. What could you do to overcome this potential confounding factor in accurately determining information requirements?
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