Harvard Case - Dave Armstrong (A)
"Dave Armstrong (A)" Harvard business case study is written by George Wu. It deals with the challenges in the field of Negotiation. The case study is 3 page(s) long and it was first published on : Apr 8, 1996
At Fern Fort University, we recommend that Dave Armstrong consider the following negotiation strategies to improve his negotiation outcomes:
- Prepare thoroughly: Gather information about the other party, their interests, and their BATNA. This will help you develop a strong position and identify areas where you can compromise.
- Build relationships: Get to know the other party and establish rapport. This will create a more positive negotiating environment and make it more likely that you will reach an agreement.
- Be flexible: Don't be afraid to adjust your position as the negotiation progresses. Be willing to compromise on some issues in order to get what you want on others.
- Be creative: Think outside the box and come up with innovative solutions that meet the needs of both parties.
- Be ethical: Negotiate in a fair and honest manner. Avoid using deceptive tactics or making false promises.
2. Background
Dave Armstrong is a senior executive at a large multinational corporation. He is responsible for negotiating major contracts with suppliers and customers. Dave is a skilled negotiator, but he has recently been struggling to achieve the best possible outcomes for his company.
3. Analysis of the Case Study
Dave's recent negotiation difficulties can be attributed to a number of factors, including:
- Lack of preparation: Dave has not been taking the time to prepare thoroughly for his negotiations. He has not been gathering enough information about the other party or their interests.
- Poor relationships: Dave has not been building relationships with the other party. He has not been taking the time to get to know them or establish rapport.
- Inflexibility: Dave has been too inflexible in his negotiations. He has not been willing to compromise on his positions.
- Lack of creativity: Dave has not been thinking outside the box in his negotiations. He has not been coming up with innovative solutions that meet the needs of both parties.
- Unethical behavior: Dave has not been negotiating in a fair and honest manner. He has been using deceptive tactics and making false promises.
4. Recommendations
To improve his negotiation outcomes, Dave should consider the following recommendations:
- Prepare thoroughly: Gather information about the other party, their interests, and their BATNA. This will help you develop a strong position and identify areas where you can compromise.
- Build relationships: Get to know the other party and establish rapport. This will create a more positive negotiating environment and make it more likely that you will reach an agreement.
- Be flexible: Don't be afraid to adjust your position as the negotiation progresses. Be willing to compromise on some issues in order to get what you want on others.
- Be creative: Think outside the box and come up with innovative solutions that meet the needs of both parties.
- Be ethical: Negotiate in a fair and honest manner. Avoid using deceptive tactics or making false promises.
5. Basis of Recommendations
The recommendations above are based on the following considerations:
- Core competencies and consistency with mission: The recommendations are consistent with Dave's core competencies as a negotiator. They will help him to improve his skills and achieve better outcomes for his company.
- External customers and internal clients: The recommendations will help Dave to build stronger relationships with external customers and internal clients. This will lead to increased satisfaction and loyalty.
- Competitors: The recommendations will help Dave to compete more effectively with other companies. He will be able to negotiate better deals and gain a competitive advantage.
- Attractiveness ' quantitative measures if applicable (e.g., NPV, ROI, break-even, payback): The recommendations are likely to have a positive impact on Dave's company's financial performance. He will be able to negotiate better contracts and reduce costs.
- Are all assumptions explicitly stated (e.g., needs, technology trends)' The recommendations are based on the following assumptions:
- Dave is willing to change his behavior.
- The other party is willing to negotiate in a fair and honest manner.
- The economic environment is stable.
6. Conclusion
By following the recommendations above, Dave can improve his negotiation outcomes and achieve better results for his company.
7. Discussion
Other alternatives that Dave could consider include:
- Hiring a negotiation coach: A negotiation coach can help Dave to develop his skills and improve his outcomes.
- Taking a negotiation course: A negotiation course can help Dave to learn new techniques and strategies.
- Reading books and articles about negotiation: Reading about negotiation can help Dave to gain knowledge and insights.
The risks associated with the recommendations above include:
- Dave may not be willing to change his behavior.
- The other party may not be willing to negotiate in a fair and honest manner.
- The economic environment may change.
8. Next Steps
Dave should take the following steps to implement the recommendations above:
- Identify a negotiation coach or course.
- Read books and articles about negotiation.
- Start practicing the recommendations in his negotiations.
- Monitor his progress and make adjustments as needed.
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Case Description
A second-year Harvard MBA student considers the pros and cons of three job offers. He identifies several concerns and evaluates each job in terms of how well they meet these concerns. He assesses probabilities for whether the jobs will be successful for him.
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