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DISTRIBUTIVE/INTEGRATIVE
Date of Negotiation:08.10.2018
IMPORTANT! 10% of your grade on this assignment will be based on the visual quality of your
written work. This includes (but is not limited to) providing all requested information, proofreading
your document, running a grammar and spell check, and insuring that your document is properly
formatted and aligned. It is fully expected that you will submit “professional quality” work to your
instructor, both in content and in presentation.
1
The Price : should cover our debt for boat and make the boat ready for cruise, our
living expenses, saving for boat repairs, we need to keep some money in our bank
account for time of return
We need the money quickly: since we are uncomfortable in the apartment and we
are almost near 50, also my wife needs this trip for depression
We want money in cash
2. What CURRENCIES do you have that could be of interest to your counterpart? (bullet points)
Our restaurant had been worked with the same brand name for 12 years
3. What do you believe are the INTERESTS of your counterpart? (bullet points)
They prefer to buy the restaurant with low price
They would like to buy an equipped restaurant instead of building a new one
They would like to save time
They are aware about this restaurant avenue from the past years so they can have forecast
and marketing plan for increasing current avenue with less effort
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They can benefit from regular customers
They can benefit immediately from regular customers
4. What CURRENCIES do you believe your counterpart has that would be of interest to you?
They are large restaurant franchise owner and are able to pay our desired price
Most probably they can pay in cash (not installment or deposit)
They are most potential buyer for saving 12 years restaurant
5. What alternatives do you believe that your counterpart has to this negotiation?
They can find another equipped restaurant in the area
They can buy a bigger land and build another restaurant
They can purchase in another region in France
The price
In case of not reaching to settlement, negotiate about written consent for transfer
7. In order to uncover the needs and interests of your counterpart, and to be able to validate
or invalidate your assumptions about him/her, you will need to ask a series of questions.
List ALL the questions you plan to ask your counterpart that will contribute to accomplishing
these two objectives. (Minimum 6 questions) Remember to focus ONLY on questions that
assist you in gaining information that would be helpful during the negotiation.
what is their offer for the restaurant?
What is your expecting revenue for the first year?
How many people do you want to hire?
what is your budget regarding constructing a new building?
How do you attract customers if you build a new restaurant?
When do you think you can make profit constructing a new restaurant ?
8. What specific information do you feel you should WITHHOLD from your counterpart?
Explain WHY. ( in one paragraph)
Don’t mention the sluggish economy in this industry,although opponents have already
known it,we would reduce our bargaining zone once we refer to it.(they will probably reduce
the price they offer. ).Also,never tell them our reservation point and BATNA which would
also narrow our bargaining zone by weakening our advantages.
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9. Which party do you believe has more power in this negotiation? Explain in one paragraph.
In our point of view, the restaurant owner has the more power. First of all he had owned this
business for twelve years plus his yearly avenue shows that he had managed the restaurant
properly. In addition he possesses the license and property and can sell it to any better offer
while the policy of company is to increase their ownership. At the end, he had run the same
business for twelve years and knows its weaknesses, strength and competitors better than any
other person in the company and that region.
PART 3
DISTRIBUTIVE/INTEGRATIVE
Name of Negotiation:
Date of Negotiation:08.10.2018
IMPORTANT! 10% of your grade on this assignment will be based on the visual quality of
your written work. This includes (but is not limited to) providing all requested information,
proofreading your document, running a grammar and spell check, and insuring that your
document is properly formatted and aligned. It is fully expected that you will submit
“professional quality” work to your instructor, both in content and in presentation.
1. List all the items on which you reached agreement, and include the amount or terms agreed
upon. If you finished with a “no outcome”, indicate where you got stuck and why, providing
details about which items you agreed upon, and which you did not.
4
They accepted six months vacation, however ,the representative goes to write a proposal to
management in order to make it nine months.
They accepted to pay €150,000 as a loan with 24months instalment to refund. However they
would also gives us the money within six-month period.
The owner would stay as the manager of restaurant but in addition a person as a vice manager
will be committed to help the restaurant owner.This person can be trained and informed by current
manager about any details related to restaurant and he would run the restaurant while owner goes
for the vacation (although we fail to sell it ,we have more time to search the buyer after we finish our
trip)
We came to an agreement that headquarter helps the restaurant in increasing marketing
activities and therefore sales growth
They accept to send a proposal to the Les Florets restaurant management in order to
support us with new apartment near the restaurant
As a exchange to all these supports, headquarter would take 10% share of the restaurant
profit
2. On a scale of 1-10 (1= very unsatisfied, 10=very satisfied), how would you rate your outcome
on this negotiation? Explain.
8 (two points are deducted for the failure of going to two-years trip around the world
and the failure of selling the restaurant; but we successfully enlarged the bargaining
pie by receiving the loan to support our trip and also get a chance to improve the
restaurant’s competition with company’s help which could guarantee a good prospect
of our future income, plus we save a large amount of money by reducing the duration
of vacation and we can save it to rent a better apartment. To sum up, not only we got
the chance to have the trip with less expenses from the deduction of trip duration, but
also we gain another chance to save the same position(job) and make more profit from
restaurant by improving the competition tools.
4. Look back at your Pre-Negotiation Worksheet where you identified what you believed were
your counterpart’s INTERESTS, CURRENCIES and BATNA. How accurate were you? Explain.
INTERESTS:we inaccurately identified their interest on our restaurant,buying the
restaurant is not their first choice,they had other alternatives.
CURRENCIES:we mistakenly believed they are well-funded for the price of the
restaurant.
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BATNA:we failed to identify their BATNA,they were very scrupulous about it .
In your opinion, who had the stronger BATNA—you or your counterpart? How did that affect
the way you negotiated? Give at least one specific example.