Introduction to Negotiation Strategy
At Oak Spring University, we provide corporate level professional Negotiation Strategy and other business case study solution. What's Your Strategy for Supply Chain Disclosure? case study is a Harvard Business School (HBR) case study written by Donna Marshall, Lucy McCarthy, Paul McGrath, Fiona Harrigan. The What's Your Strategy for Supply Chain Disclosure? (referred as “Disclosure Supply” from here on) case study provides evaluation & decision scenario in field of Strategy & Execution. It also touches upon business topics such as - negotiation strategy, negotiation framework, .
Negotiation strategy solution for case study What's Your Strategy for Supply Chain Disclosure? ” provides a comprehensive framework to analyse all issues at hand and reach a unambiguous negotiated agreement. At Oak Spring University, we provide comprehensive negotiation strategies that have proven their worth both in the academic sphere and corporate world.
What’s my BATNA (Best Alternative To a Negotiated Agreement) – my walkaway option if the deal fails?
What are my most important interests, in ranked order?
What is the other side’s BATNA, and what are his interests?
While global supply chains are expected to be lean, agile, and sustainable, they have also become the focus of growing attention from a variety of external stakeholders seeking information that includes and frequently exceeds what the company is legally obliged to disclose. In this article, the authors discuss the pressures on companies to disclose supply chain information, the drivers and impediments to such disclosure, and the types of supply chain information typically made available to the public. The article identifies the broad disclosure strategies companies can use to release supply chain information and offers managers guidance on designing the optimal disclosure strategy for their company. In addition to exploring the topic with examples from companies including Nike Inc., WD-40, and Patagonia Inc., the authors take a detailed look at how Apple's approach to supply chain disclosure has evolved since 2009. In considering how to manage supply chain information disclosure, the authors argue that managers must appreciate the diverse forces and actors driving and enabling this trend. Aside from internal governance and risk concerns, external pressure has come from government regulations, best practices of peers, changing expectations from salient stakeholder groups, and, of course, external events (such as the 2013 Rana Plaza garment factory collapse in Bangladesh). The authors note that improving transparency can be expensive. The lack of standardized reporting systems, the absence of a common technology platform, ill-defined standards, and a lack of supplier education can also pose serious hindrances to companies wishing to improve their supply chain transparency. The authors identify four common types of supply chain information that tends to be publicly disclosed: supply chain membership, provenance of materials, environmental information, and information on social impacts such as working conditions. Based on their research, they developed a transparency matrix to frame four typical supply chain disclosure strategies: transparent, secret, distracting, and withheld. The authors say managers must understand the demands and respond in creative and meaningful ways without undermining the competitive advantage of their company. The tools and advice presented in the article can help managers navigate this complex and evolving area. This is an MIT Sloan Management Review article.
By interests, we do not mean the preconceived demands or positions that you or the other party may have, but rather the underlying needs, aims, fears, and concerns that shape what you want. Negotiation is more than getting what you want. It is not winning at all cost. Number of times Win-Win is better option that outright winning or getting what you want.
Options are the solutions you generate that could meet your and your counterpart’s interests . Often people come to negotiations with very fixed ideas and things they want to achieve. This strategy leaves unexplored options which might be even better than the one that one party wanted to achieve. So always try to provide as many options as possible during the negotiation process. The best outcome should be out of many options rather than few options.
When soft bargainers meet hard bargainers there is always the danger of soft bargainers ceding more than what is necessary. To avoid this scenario you should always focus on legitimate standards or expectations. Standards are often external and objective measures to assess the fairness such as rules and regulations, financial values & resources , market prices etc. If the negotiated agreement is going beyond the industry norms or established standards of fairness then it is prudent to get out of the negotiation.
Every negotiators going into the negotiations should always work out the “what if” scenario. The negotiating parties in the “What's Your Strategy for Supply Chain Disclosure?” has three to four plausible scenarios. The negotiating protagonist needs to have clear idea of – what will happen if the negotiations fail. To put it in the negotiating literature – BATNA - Best Alternative to a Negotiated Agreement. If the negotiated agreement is not better than BATNA then there is no point in accepting the negotiated solution.
One of the biggest problems in implementing the negotiated agreements in corporate world is – the ambiguity in the negotiated agreement. Sometimes the negotiated agreements are not realistic or various parties interpret the outcomes based on their understanding of the situation. It is critical to do negotiations as water tight as possible so that there is less scope for ambiguity.
Many negotiators make the mistake of focusing only on the substance of the negotiation (interests, options, standards, and so on). How you communicate about that substance, however, can make all the difference. The language you use and the way that you build understanding, jointly solve problems, and together determine the process of the negotiation with your counterpart make your negotiation more efficient, yield clear agreements that each party understands, and help you build better relationships.
Another critical factor in the success of your negotiation is how you manage your relationship with your counterpart. According to “Donna Marshall, Lucy McCarthy, Paul McGrath, Fiona Harrigan”, the protagonist may want to establish a new connection or repair a damaged one; in any case, you want to build a strong working relationship built on mutual respect, well-established trust, and a side-by-side problem- solving approach.
According to
Harvard Business Review
, there are three types of negotiators – Hard Bargainers, Soft Bargainers, and Principled Bargainers.
Hard Bargainers – These people see negotiations as an activity that they need to win. They are less focused less on the real objectives of the negotiations but more on winning. In the “What's Your Strategy for Supply Chain Disclosure? ”, do you think a hard bargaining strategy will deliver desired results? Hard bargainers are easy to negotiate with as they often have a very
predictable strategy
Soft Bargainers – These people are focused on relationship rather than hard outcomes of the negotiations. It doesn’t mean they are pushovers. These negotiators often scribe to long term relationship rather than immediate bargain.
Principled Bargainers – As explained in the seven elemental tools of negotiations above, these negotiators are more concern about the standards and norms of fairness. They often have inclusive approach to negotiations and like to work on numerous solutions that can improve the BATNA of both parties.
Open lines of communication between parties in the case study “What's Your Strategy for Supply Chain Disclosure?” can make for an effective negotiation strategy and will make it easier to negotiate with this party the next time as well.
Donna Marshall, Lucy McCarthy, Paul McGrath, Fiona Harrigan (2018), "What's Your Strategy for Supply Chain Disclosure? Harvard Business Review Case Study. Published by HBR Publications.
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Services , Retail (Department & Discount)
Consumer Cyclical , Auto & Truck Parts
Services , Recreational Activities
Technology , Scientific & Technical Instr.
Capital Goods , Construction Services
Technology , Computer Services
Consumer Cyclical , Tires
Transportation , Airline
Basic Materials , Chemical Manufacturing
Financial , Misc. Financial Services
Consumer Cyclical , Apparel/Accessories
Services , Business Services
