TEAM CODE – NM48

Dr. Ram Manohar Lohiya National Law University

Negotiation-Mediation Competition

Negotiation Plan in the matter between

SHER SINGH RANA INTERPRISES PVT. LTD ( SSREPL )

VS
SHAMSHER SINGH RANA INTERPRISES PVT. LTD.
(ShSREPL)

-On Behalf Of State Of SSREPL-

GOALS & OBJECTIVES

1. To reach an amicable, mutually beneficial solution and resolve all the issues between SSREPL
And ShSREPL so that SSREPL won’t miss this opportunity of getting this tender.

2. To establish supremacy in the arena of infrastructural development.

STRATEGIC STRONG POINTS

1. Well Established firm :

Singh Rana Enterprises Pvt. Ltd. (SSREPL) is a well established company in the arena of
Infrastructural development sector based in Neverland with experience of more than 10 years while
the firm also operates in several other sectors like textile, automobile, telecommunication, FMCG
manufacturing etc. with a trustworthy reputation in the market along with a strong brand presence.

2. SSREPL is competent :

Unlike other firms, SSREPL came first in the bid and was keenly interested in this project since
the inception which establishes that SSREPL is very much devoted and dedicated in effectively
completing this project

3. Equipped with efficient staff and machinery:

SSREPL has a team of proven technical staff and architects with a support of high quality
machinery and are well experienced in their field of work which makes them mentally prepared to
handle the new projects effectively because they generally have good adaptive skills as they have
been exposed to different kinds of working environment for quite a long time.

STRATEGIC WEAK POINTS

1. Despite being a well experienced firm (i.e having experience of more than 10 years) SSREPL
has a turnover of less than 10,000 crores,having turnover of more than 10,000 crore is an essential
element of consideration in the tender.

2. There are rumors in the corporate world which alleges that Sher Singh Rana has a sort of cunning
and duplicitous characteristic in his nature, which eventually harms the brand name in the market.

3. SRREPL may miss on this opportunity of getting the contract if no agreement is reached within
45 days and won’t be able to participate in the same any further.

UNDERLYING NEEDS AND INTEREST

1. To fetch the contract of constructing the highway

a) SSREPL is the only firm which is keenly interested from the very inception of the project and
also competent for this highway construction contract.

b) Except SSREPL, all other firms who applied for this tender fulfills only one or two criteria out
of the entire list.

2. Complete the project effectively

SSREPLE has a brand presence in the infrastructure development is very much committed to every
task allotted to it and thus intends to complete this project in an very qualitative and effective
manner.

3. Work with ShSREPL without any inconvenience and retain their long standing relationship with
NDA and reputation in the infrastructural development.

4. Supervision and Control in the Project.

For the effective and qualitative accomplishment of the task, SSREPL being having more
experience should have supervision and controlling authority in this project and ShSREPL should
work under the directions of SSREPL.

BEST ALTERNATE TO A NEGOTIATION AGREEMENT (BATNA)

In case of failure to reach consensus on above mentioned objectives one of the following could be
proposed in alternative:

To get the tender, SSREPL could form a Joint-Venture with any other firm which fulfils the tender
criteria in which SSREPL is lacking or SSREPL could invest in same firm in the form of shares to
get the ownership rights and then be eligible for the tender.