Making the Deal

MANAGING NEGOTIATIONS AND THE DEAL PROCESS

A written project submitted in partial fulfillment of the requirements of the following course

Management 5000

Webster University

William Sweetnam

Dave Sookbirsingh

sookbir@earthlink.net 915-822-1393

Spring II 2010

The author hereby grants to Webster University permission to keep and maintain this written project and to reproduce and distribute publicly this paper and electronic copies of this written document in whole or in part for educational purposes.

Table of Contents

Topic Page

Introduction ------------------------------------------------------------------ 3

The Team Members ---------------------------------------------------------------- 5

Preparation ------------------------------------------------------------------ 6

Proposal and Bargaining -------------------------------------------------------- 7

Obstacles -------------------------------------------------------------------------- 8

Negotiating with Mediators ------------------------------------------------------- 11

Closing the Deal ------------------------------------------------------------------ 12

Summary ------------------------------------------------------------------ 13

Evaluation ------------------------------------------------------------------ 14

References ------------------------------------------------------------------- 15

Introduction

Managing in today’s changing economy can keep a firm ahead of the competition by using effective managers and negotiators. Managers of negotiations and deal processes must build a team of strong negotiators and must ensure that the negotiation process and its outcome are aligned with the organization’s strategy, goals and objectives. The manager must motivate the negotiators using management skill to leverage negotiating capability as a strategic asset to make the deal. Negotiation is the game of life. Whenever the...