A full fledge negotiation must be followed

process.
Preparation
Discussion
Bargaining
Agreement
 Preparation
Collecting information – Electrical Equipment ltd.
Should collect and evaluate the quotation offered by
the competing prices with the help of street dogs.
Setting Objective - Electrical Equipment ltd. Should
decided the key issues of negotiation which in their
case is offering discount .
 Assessing the Voltas – Its importance for Electrical
Equipment ltd. to understand the strength,
weakness and need of Voltas.
 Bargaining
• Both the parties should emphasize on win-win
situation for a successful negotiation process.
Primary Factor Secondary Factor

Price Delivery

Freight

Transits insurance

Warranty

After sales services

 Process
Electrical Equipment ltd. Can focus to emphasize on
the long term cordial R/S existing between them
and should also highlight the face that no problem
had been encounter by other parties since years.
Electrical Equipment ltd. Can take the assistance
from the purchase finance and project people
working at Kolkata office of Voltas as Pradeep Das
Gupta is having good terms with them can be
beneficial.
• Since key issues is “price” so Electrical
Equipment ltd. Should be ready with multipal
solution-
• Electrical Equipment ltd. Already offering 20%
change on price to voltas is demand 15%
addition discount Electrical Equipment ltd.
Should emphasize that its can go beyond the
company rules and regulation .
• If Voltas disagree then Electrical Equipment
ltd. Should be ready with alternate option-
• 1st Option – 12% additional discount + 3 year
free service .
• 2nd Option – 12% additional discount +
payment in 3 equal installment at the interval
of 15 day.
 If Voltas still disagree than Electrical Equipment ltd.
Should offer 13% discount + with no prior benefit.