Negotiation Exercise

Order Description Imagine that you are the owner of the company attempting to engage in a contract with Trane. Upon reviewing your company’s salesperson’s attempt a contract, you initiate a meeting with Trane representatives to negotiate the contract. What negotiation strategy or style might you use to best achieve your results (are you operating from a position of strength, for example)? What are your top three (3) objectives/priorities in changing or modifying the contract terms? What incentives, promises, concessions, etc. might you offer Trane to ensure they accept these changes? What incentives, promises, concessions, etc. would you NOT be willing to offer Trane to ensure they accept these changes? If the three (3) changes you noted in question 2 are not accepted, would you still enter into contract based on the terms offered in the Trane drafted agreement? Why or why not?