caso de negociacion

Summary

In this engaging script, Mr. Ramos, a purchasing director, seeks substantial savings by soliciting national-scale quotations for his company's needs. After receiving quotes from three different companies, he faces a competitive bidding scenario. Initially, he considers his previous supplier's offer but is challenged to find a better deal. Through negotiation, Mr. Quiroga manages to lower the price from $75 to $59, securing the deal and earning Ramos praise for his negotiation skills. Ramos concludes that one gets what they negotiate, not necessarily what they deserve.

Takeaways

• 📝 Mr. Ramos is the director of purchases looking for substantial savings in his company's procurement.
• 🔍 He analyzes new requirements and considers national-scale quotations to achieve cost savings.
• 🏢 Mr. Ramos contacts three different companies for quotes: Manufacturas Alaska, the previous supplier, Creative Fabrications, and Bright Metals.
• 💰 The initial quotes are as follows: $8 from the previous supplier, $73 from Creative Fabrications, and $75 from Bright Metals.
• 🤔 Mr. Ramos is hesitant to accept the previous supplier's quote without considering competitive offers.
• 💼 There is an implication that Mr. Ramos could receive a better offer, suggesting a competitive market.
• 📉 Mr. Ramos's competitor is not idle, indicating that he is under pressure to find the best deal.
• 🗓 A follow-up meeting is scheduled for the next day to discuss a potentially better offer.
• 💸 Mr. Ramos receives a revised quote of $7 from the previous supplier, which he still considers too high.
• 📉 Mr. Quiroga eventually offers a quote of $65, which is taken seriously by Mr. Ramos.
• 🤝 After further negotiation, Mr. Quiroga lowers the price to $59, securing the deal with Mr. Ramos.
• 🎉 Mr. Ramos receives praise for his negotiation skills, highlighting the importance of effective bargaining in business.

Q & A

Who is Mr. Ramos in the script?

Mr. Ramos is the director of purchases in the script.

What conclusion did Mr. Ramos reach after analyzing his company's new requirements?

Mr. Ramos concluded that he could achieve substantial savings in the purchase of his company's items by making national scale quotations.

What is the purpose of Mr. Ramos contacting the companies?

Mr. Ramos is contacting the companies to get quotations for the purchase of items, aiming to find a better deal than his current supplier offers.

What are the unit prices offered by the three companies Mr. Ramos contacted?

Manufacturas Alaska offers a unit price of $8, Fabricaciones Creativas offers 73, and Metales Brillantes expects 75.

What is Mr. Ramos's initial reaction to the quotations?

Mr. Ramos's initial reaction is to consider accepting the quotation from his old supplier, but he is also open to better offers.

What does Mr. Ramos suggest to the salesperson when they first discuss the quotations?

Mr. Ramos suggests that the salesperson should come back with a better offer if they want his business.

What is the new proposal made by Mr. Ramos to the salesperson?

Mr. Ramos proposes a new price of $7 after the salesperson initially offers a higher price.

What does Mr. Ramos imply when he says, 'That's not the term I would use'?

Mr. Ramos implies that he is not satisfied with the current offer and is looking for a better deal.

What does Mr. Kiroga offer as a counter-quotation after the salesperson's initial offer?

Mr. Kiroga offers a counter-quotation of $65 after the salesperson's initial offer.

What is the final quotation Mr. Kiroga presents to Mr. Ramos?

The final quotation Mr. Kiroga presents to Mr. Ramos is $59.

What does Mr. Ramos's statement, 'One does not get what one deserves, one gets what one negotiates', suggest about his negotiation style?

Mr. Ramos's statement suggests that he believes in the importance of negotiation and that outcomes are determined by the negotiation process rather than inherent worth.