Exercise in Negotiation

The following is a negotiation scenario between two firms: SteelFabrik, Inc. (SFI) and Building Contractors of Toledo (BCT). You are asked to take either SFI’s or BCT’s side of the negotiation. How would you prepare for this negotiation? How would you attempt to create a win-win outcome for both parties?

BCT’s Perspective

You are the project manager for a new steel fabrication plant construction project being built by Building Contractors of Toledo (BCT). Your client is SteelFabrik, Inc. (SFI), a multinational steel products manufacturer. Your timetable calls for completion of the project in 18 months and you have a budget of $6 million. During the last few weeks, it has been increasingly difficult to deal with on-site ...

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