Question 1
Conquip had already decided the fate of the prices, and that’s why he turned down all the suggestions De Mark was giving him. In giving a RFQ to FD as a final deal would give no time for FD to find out the aims of Conquip. He knew it was a desperate moment for FD and it was easy for him to accept the request.
Question 2a
FD had to do according to Conquip’s will so Conquip truck could retain him as its supplier. He had to decrease Conquip’s prices by ten percent.
Question 2b
There was a very close connection that existed between Conquip and FF. To add to that Conquip’s list only had those things that compared with those produced by FF. They had doubts on the promise he had made of making FD his sole vendor. They later came to understand that Conquip aimed at replacing FD with FF.
Question 3
Negotiation enabled de Winter to earn trust and understand the goal of Conquip that would be applicable in other meetings. Being aware of the other vendor who was also Conquip’s supplier, FF, he had to establish trust between him and Conquip. It also helped him bring up the idea of LEIF which would save his aftermarkets.
Question 4
Mark used the principle that stated “finding another choice in a negotiation improve one’s negotiating skills." Conquip focused on the reduction of prices, and De Winter introduced the issue on secondary automotive sales. He explained to Conquip that LEIF would increase his legalities in the market and it would strengthen Conquip’s place in the aftermarket. At present, Conquip was faced by a challenge as his competitors were gaining market as opposed to him. Conquip agreed to pledge Conquip truck to products from LEIF at an agreed upon percentage which was determined by the type of product.
