Maria Peeters (301153330)

I feel like this is the type of course where you dont necessarily pick up on or
fully integrate what youve learned until you take a step back re-examine
your progress. At the time of any one negotiation through the second half of
the semester, Im not sure I would have been able to tell you the ways in
which I have improved, but as I look back now, I see the ways in my thinking
has changed and some subtle shifts that Ive made. I also feel myself more
self-aware: more able to see the ways in which I still need to grow and
improve, as well as pick out things I wish I had done differently. Here is my
overall impression of the latter half of the term:
DID WELL
Played roles well
Focused more on win-win solutions

IMPROVE ON
Trust instincts more
Better anticipate other parties

Tried to better understand the

concerns & questions

Finding more clarity (specificity) in

opposing POV

agreements

STRENGTHS:
In each of the negotiations, I did not have a hard time fully enacting the roles
I was assigned. Which was especially evident in Myti-Pet, where some of the
other people involved had a bit of a harder time taking the anger seriously.
When the main issue had nothing to do with money, I found it easier to
anticipate the opposing POV. In H&G Household Goods, I was able to
anticipate the concerns my counter-party would have and propose solutions
that would benefit us both.

Whereas earlier in the semester, I might have been more eager to always
reach agreements, I was able to stand a little more firm in the latter half. In
both Pat Sullivan & Eazys Garage no agreement was reached. In Pat Sullivan,
because I was acting on behalf of someone else, it was easier for me to fight
hard for what they wanted because I wanted to make a good impression. I
think I handled the questioning well, being able to get the information my
clients needed without antagonizing the other party. In Eazys Garage, I
recognized immediately that I had all the rights in that negotiation. That
made it easier for me to invoke my BATNA when the agreements proposed
were far below my RP.
My ability to determine my interested improved as well. In Bullard Houses, for
example, I was able to clearly determine all the things that were important
for me to reach an agreement and come up with great integrative
agreements.
DEVELOPMENT:
The Bullard House exercise made it very clear to me that I needed to trust my
instincts a little bit more. Although I asked questions to determine the
intended use of the property, I got the sense that the other party was slightly
skirting the issues, or answering the questions in a slightly roundabout way,
that gave me the answer I wanted to hear, yet still slightly felt like they might
not be telling the whole truth. I also felt slightly uneasy with how every one of
my interests seemed to be so easily fulfilled. In the end though, I did not push
as hard as I could have to get the clear answers that would have ultimately
led me to refuse the deal. I also think that if I had tried to seek more clarity

and specificity with regards to the agreed terms, I would not have ultimately
reached an agreement.
When working in an agency situation (Pat Sullivan), I realized I needed to be
more clear on how forceful my clients wanted me to be as well as better
anticipate some of the questions that the other party would ask of my clients
so that I would be prepared to answer instead of focusing solely on what my
clients wanted to achieve.
Overall, I think it comes down to preparation. Going forward, I would need to
spend more time in preparation and better trying to anticipate the needs,
interests and questions that the other party might have.
APPENDIX
Bullard Houses
DID WELL
Laid out my interests & tried to

IMPROVE
Push more when uncertain

address them
Came up w/ good integrative

Decided more on own interests

agreements
Didnt go under RP

(commission)
Should have clarified the agreement
points

Pat Sullivan
DID WELL
Asked questions diplomatically

IMPROVE
Ask a wider variety of questions to

Tried to understand other POV

my clients
Try to figure out the other partys
interests

Stuck to what my clients wanted

Figure out how hard the clients

wanted me to push

H&G Household Goods

DID WELL
Figured out my interests

IMPROVE
Consider the other partys personal

Empathized w/ opposing stance

interests beyond just the business

Very hesitant to reveal too much or
say the wrong thing

Tried to figure out what the concerns

were w/ my heading the project

Myti-Pet
DID WELL
Played role well
Asked questions to determine the

IMPROVE
Show more appreciation

other partys interests

Based on requests, asked
appropriate follow-up questions

Eazys Garage
DID WELL
Didnt go under RP
Used my rights as well as the

IMPROVE
Tried to temper her anger
Try to present agreements that

objective manual pricing guide as

would be more beneficial to her

leverage for my POV

Invoked BATNA

Conceded minor things of less

importance to me