Prepared by: Margaret Kersten
Part 2. A journal page.
This is what I told students as an example of the journal entry:
I received an email from Pepsi. They responded to my offer and said that they discussed the issue at a meeting and are not able to reduce the price. However Pepsi softened up on spoilage. He also suggested that between the price and payment if we are more concerned about one than the other, they can adjust one of them at the expense of the other. I think that this is very good. I think that Pepsi really means business. It was kind of nice of him/her to show that they are flexible that means that they really want us to buy from them. Pepsi also mentioned that they hope we can come to a decision after their last offer. I don't think they care about delivery because they do not mention it in their correspondence. And that's good news for us too.It's all very nice but I am not very happy about the price that they want and the delivery date is no good either. Have to explain it to them. I can lower my expectations on the spoilage without risking too much and I will also change payment to make a point that we are still interested in doing business with them, however they have to make a few adjustments too.
The questions below should guide you in your analysis of the decision making process. You do not need to answer them directly in the order provided. They are simply meant to help you in your personal reflections on what is happening.
| Your offer: | Why did you formulate this offer? Do you think your offer will be accepted by Itex or do you think that it will not? Why? Did you invite Itex to present a counter offer? How did your opponent reply to your offer? | |
| Your opponent's offer: | How would you evaluate Itex offer? Is your opponent friendly? What can you say about your opponent? Did your opponent surprise you? Is you opponent willing to work towards a compromise? |
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