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Number of Pages 20
This 20 page paper looks at a case supplied by the student. Big Time Snack Company sell snacks to a range of buyers, including a national retail chain Whole Foods. A new buyer at Whole Foods wants to consolidate their supplier and terminate the contract with Big Time in favor of a supplier. The paper looks at the way that the company might open and conduct negotiation looking at concepts and tools such as aspiration level, satisfaction level, BATNA, win/win negotiations, power and leverage as well as cognitive bias. The bibliography cites 10 sources.
File: TS14_TEnegsnack.rtf
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