|Title||Business and Commercial Dispute Negotiation Role-Play: BMP Policy Meeting|
|Year of Publication||1993|
|Authors||Moore, P, Movius, H, Susskind, L|
|Keywords||consensus, interests, internal negotiation, negotiate, negotiation, negotiations, PON, relationship, trust|
Five-party, four-issue internal negotiation among employees of a major engine manufacturer to agree on procurement guidelines in preparation for external negotiations with suppliers
|Full Text|| |
Eagle Aircraft Engines, a manufacturer of engines for military and commercial aircraft, is preparing to negotiate a major five-year procurement for over 1000 parts from its suppliers. Its Airfoils and Casting Division (A&C) is responsible for purchasing roughly 100 of these parts.
Over the last three years, A&C at Eagle has purchased 90% of its parts from two suppliers: Crown and JDC. In preparation for the negotiations with suppliers, the five key personnel within A&C need to generate a “Business-Managed Procurement” policy in which A&C personnel must unanimously agree on four schedule and quality programs. The key personnel involved in the internal negotiation include three engineers, a buyer, and a financial analyst. They have all been sent a memo from the Purchasing Director outlining the overall procurement strategy. The Purchasing Director is putting pressure on them for consensus, emphasizing the importance of certain issues over others in preparation for his/her own negotiations with suppliers.