Read the case study Naval Operating Base, Arkladelphia, http://highered.mcgraw-hill.com/sites/dl/free/0073381454/647730/naval_operating_base_arkladelphia.pdf, in which you are given a scenario regarding difficulties faced by a negotiator in a "sole source" situation. Read through the case study and answer the three questions at the end regarding what Lieutenant Early should do.
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1. Lieutenant Early should absolutely question costs that appear to be caused by inefficient management. While the case states that "the Navy needed the equipment and that use of the machines would save the Navy many times their cost" at the same time, Lieutenant Early has the obligation to her company (the Navy) to buy at the right price. Lieutenant Early must be direct in her concerns, as she has done, and also, she must evaluate other options to the situation. According to Burt, Petcavage, and Pinkerton (2010), the objectives of negotiation include a fair and reasonable price, as well as cooperation. A deal that is accomplished despite concerns on the part of either party will unlikely be ...
This detailed solution involves the case study, Naval Operating Base, Arkladelphia,about a negotiator facing difficulties in a "sole source" situation. It answers the questions at the end of the case and includes APA formatted references.