| Target # | Description of Negotiatiable Element | Must Have? (Y/N) | Like to Have (Y/N) | Maximum Supported Solution | Last Acceptable Solution | Key Approach Factors |
| Duration | 38 Weeks to complete the work | Yes (2) | Yes | 40 Weeks to complete the project | 39 Weeks to complete the project | To have a timely completion of the project without extrapolating the budget |
| Time | To keep the current noon to 6:00 p.m. shift. | Yes (4) | Yes | To change the time of service to 6:00 p.m. to 12:00 a.m. | To change the time of service to 6:00 p.m. to 12:00 a.m. | The negotiation strategy will be to discuss the feasibility of the proposed time of service with the building manager. |
| Price | $200,000 per year | Yes (1) | Yes | $240,000 per year. | $210,000 per year. | The negotiation strategy will be to suggest to the vendor to look for other areas where they can reduce costs, such as supply and material costs. |
| Frequency of Service | To continue to clean all areas once every day. | Yes (5) | Yes | To have is to clean high-traffic areas twice a day. | To have is to clean high-traffic areas twice a day. | The negotiation strategy will be to evaluate the current cleaning plan with the building manager to determine whether any areas require additional cleaning. |
| Recycling | Stonybrook to provide additional recycling bins. | Yes (7) | Yes | Stonybrook to be responsible for assisting with the recycling program. | Stonybrook to be responsible for assisting with the recycling program. | To determine the cost of providing additional recycling bins. |
| Monitoring | No change | Yes (3) | Yes | To increase the frequency of inspections. | To increase the frequency of inspections | To discuss the feasibility of increasing inspections with the vendor and building manager. |
| Suspension of Work | Stonybrook’s crew to be responsible for clearing the snow. | Yes (2) | Yes | Stonybrook has no responsibility | Stonybrook has no responsibility | To identify areas where the vendor can assist with building maintenance, such as snow removal, and clarify responsibilities. |
The Strategy
My negotiation strategy as Jean Stokes, the Regional Director of Services for NISH and the facilitator, will be to make the dialogue constructive, educational, and courteous. I want to achieve a win-win situation for all parties concerned. To achieve this, I will stress open communication and strive for a mutually beneficial arrangement.
One of the important tactics will be to suggest to the vendor that they search for additional areas where they can reduce costs, such as supply and material expenses, in order to meet the must-have requirement for the pricing, which is $200,000 each year. The final feasible solution is $210,000 per year.
Concerning the time of service, I will discuss the feasibility of the proposed time of service with the building management, keeping in mind that the must-have is to keep the present noon to 6:00 p.m. shift, while the like-to-have is to modify the time of service from 6:00 p.m. to 12:00 a.m.
In terms of frequency of service, I will review the present cleaning plan with the building manager to see if any areas require extra cleaning while maintaining the must-have of cleaning all areas once per day. High-traffic areas should be cleaned twice a day.
In terms of recycling, I will determine the cost of supplying additional recycling bins in order to meet Stonybrook’s requirement to offer additional recycling bins. I’ll explore if Stonybrook can help with the recycling program as well.
In terms of monitoring, I will discuss with the vendor and building management the viability of increasing inspections to satisfy the like-to-have need. The must-have is consistency.
I will identify places where the vendor may help with building upkeep, such as snow removal, and define duties since removing the snow is a requirement for the suspension of work. Stonybrook would like to be free of responsibilities.
Finally, my negotiating style will place a premium on open communication, mutual understanding, and collaboration in order to produce a win-win outcome for all parties involved. I will work to make sure that everyone is listened and that their issues are handled in a constructive manner, resulting in a successful and mutually beneficial agreement.
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