Negotiation Planning Essay

For the Texoil negotiation, I was in the role of the Service Station Owner. As such, my main objective was to sell the station and get the best possible agreement. My BATNA was $400,000, which represented an offer from British Petroleum and my resistance point was $413,000 after tax, which represented the cost of my trip. My target was $488,000, which included an additional $75,000 to help tie me over until I found a job upon my return. This resistance point represents a purely financial alternative. However, there were several other criteria or interests other than strictly financial which could have been satisfied through non-financial means. My underlying interest or reason for selling the station was

Reflect on the negotiation exercise that you participated in. In particular, analyze the facts, tools, mistakes, insights, emotions, and goals from the exercise. Turn in this learning journal within one week of the negotiation exercise.

Span Systems’ attorney sent the negotiation points to C-S and although C-S agreed that they were some faults from their side but were still concerned about the schedule slippage and the timeline that has to be met. Span Systems’ attorney suggest that instead of arguing contract clauses, which may be counter-productive in the long run,

Having analyzed the scoring scheme and weights given to each outcome, I realized that the most important outcome was obtaining a large federal loan from the government. In fact, obtaining a $2 billion loan outcome alone would satisfy the governor’s scoring scheme to support the project. Therefore, before going into the negotiation I realized that this issue would be a pivotal outcome in the negotiation for me. If I succeed in negotiating the right federal loan amount I could be flexible with the other issues in the negotiation but keeping in mind that the higher the score the better the result for the governor. My BATNA was to walk away from the deal where I would still maintain the 30 points in that situation which meant that if the result of the outcome was less than 30 points, I would vote against the deal.

cutting their rate plans in half”. The terms and conditions are very accessible and readable. This seems

If Span and C-S plan to resolve their issues, they will use interest-based negotiating.Contract EnforcementDuring interest-based negotiating, Span will express its intent to revitalize the current contract. To secure future contracts, this project needs to be put back on track so both companies can achieve mutual profitability. Achieve GoalsSpan must recognize its role in the negotiations process. It has a short- and long-term goal. The short-term goal is to achieve an amicable conclusion to the current contract. The long-term goal is securing future contracts. Control Customer ExpectationThe best way to achieve the long-term goal is to control customer expectation. Span could focus on the short-term goal and successfully negotiate the current contract by giving in on all concessions. But if it does that, over time there will be a drop in the perceived service quality and C-S high expectations will result in a widening service gap. Span needs to enforce some of the contract. If it doesn't stand firm on a few of the important issues, C-S expectations and perceptions of service quality will be drastically inaccurate. The next contract will be very difficult to enforce. C-S will get the indication it can demand whatever it wants and Span will concede.Current ContractSpan needs

Effective preplanning will be essential to this successful negotiation that begins with filling out the utilization of the Strategic Global Negotiation Preparation Guide Context of Global Negotiation Grid. This plan has helped our firm prepare for major factors such as define goals and interests (ranking priorities) context of the global negotiation,

My client wants to get out of daily payments, and he is willing to borrow the money to get this done. I want to mention that he has two more loans with OnDeck: $35,000 and an additional $10,000 that he took out just a week before you approved him. More importantly, they come first in this matter. Since you reached out, I want to see if we can reach a settlement that everyone can feel good about it. But if I get a favorable offer from OnDeck, then it's going to make getting a deal done harder on everyone involved.

In the first part of the negotiation checklist, self-assessment is necessary in order to determine what you want out of the negotiation process. You must determine the goals that you have in this negotiation, so you can determine what you want out of the deal or process. After the goals are set, each issue must be determined then be assessed as to

Negotiation is an effective tool for an individual in pursuing a better agreement from an opponent. I intend to use this skill in securing

The purpose of this stage is to help me use the information to prepare what can be my options if the negotiation goes well or does not go well. Also, preparation stage also helps me to guess what the other party’s options can be and try to negotiate much better.

I planned for this negotiation by first identifying what my goals were, choosing an appropriate strategy than creating a planning document that incorporates all the aspects of negotiating demonstrated above.

Negotiations are handled differently by everyone. Some Negotiators are more passive and others extremely direct. Some love the bargaining process and begin the offer extremely low or high for the purpose of playing the negotiating game with their opponent. Others just prefer to have their best cards on the table with a take it or leave it attitude. Negotiators should learn when and how to use different negotiating styles. After all, negotiations play a huge role in business today. Two main negotiating strategies exist; non engagement and Active engagement. Both strategies will be discussed thoroughly to assist in identifying how different strategies may be used in business.

the negotiations took place with the partners at RSC. Subsequent to a term sheet being settled the

Beginning the Negotiation: Timing, Framing, and Competitive Negotiation (Little Did I Know How Important These All Were)