Your firm was awarded a substantially large order ($100M) for Controller Simulator Devices (CSD) under a multi-year Prime Contract with the Government last week. One of your major Subcontractors, providing a crucial part in the CSD, disclosed today that unexpected obsolescence of a critical part will increase the cost of their original quote by an estimated 25 percent and add an additional 6 months to the planned delivery schedule.
You had expected to enter negotiations with the Subcontractor to finalize the cost after the award of the order, but this event was unanticipated and requires more planning. Under this scenario you must begin preparations for negotiations to include a discussion of the following:
1. TWO key negotiation fundamentals that you will employ and explain why these fundamentals are essential for this pending Subcontract negotiation. Be specific as to your justification.
2. TWO Negotiation subprocesses that will potentially help ensure a successful negotiation with your Subcontractor and explain why you feel this is so. Copy/paste the questions above into your response.
In all cases, JUSTIFY your answer.
Rather, keep your thoughts organized by placing a space between paragraphs, and USE HEADINGS to match the assignment requirements.
Your total response should be no more than the equivalent of 3 typed, double-spaced pages
The information in the scenario is all that you need for this assignment. However, you are allowed to make assumptions to support additional information that you need to provide deliverables 1, and 2 listed above.