Pre-negotiation: Thinking Style and Scope

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Management

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Table of Contents
Stage 1: Pre-negotiation...................................................................................................................3
Thinking style form.....................................................................................................................3
Thinking style scope....................................................................................................................4
Sternberg-Wagner Thinking Style Inventories............................................................................4
Significance of the thinking style form and scope.......................................................................4
Adjustments.................................................................................................................................4
Client’s BATNA and Reservation value.....................................................................................5
Other party’s BATNA and Reservation value.............................................................................5
ZOPA range and strategy.............................................................................................................5
Stage 2: Negotiation........................................................................................................................5
Stage 3: Post Negotiation.................................................................................................................6
Reference List..................................................................................................................................8
Appendix..........................................................................................................................................9

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Stage 1: Pre-negotiation
As a listed property agent and the negotiator, I approached Pashendale Holdings Ltd. for the
purchase of commercial property 34 Taylor Street, Parramatta, Sydney, listed for sale by
Pashendale Holdings Ltd, website. It is a commercial building and the purchase of this property
which will serve as on of the client company’s strategic plan to invest in optimal and high
performing assets. Currently, the negotiation is continuing for the sale of the property listed with
Pashendale Holdings Ltd. The price quoted for the property was $ 27 million.
Thinking style form
The theory of mental self-government shows that there are different styles of thinking which can
be understood our constructs and from the notions of the government (Zhang and Fan, 2012).
There are different kinds of governments in the world that shows the reflection of our own
selves. From this we understand that the kind of governments existing really not coincidentally,
but this can be related with the way we think, organize and govern ourselves (Jung, 2013).
According to the theory of Robert J. Sternberg, people can be understood with regards to the
levels, scope, functions, and learnings of the government. Even when there are different
governments, people will exhibit their preferable styles across current situations they are put
into. There are four different top mental self-government comprised in the theory of Robert J.
Sternberg. These forms are monarchic, hierarchic, oligarchic and anarchic (Sternberg and Zhang,
2014). Mental self-government generally comprises of two levels local and global. The local
individual prefers keeping a track of details and focus on only the important aspects of the task.
The global individual focus on the overall idea of completing the task rather than focusing on the
details.
The individual following the monarchic form has special preferences for projects situations
uncertain tasks only specific details. The individual focuses on only one aspect of the situation or
the tasks till the time it is completed. Hierarchical individual has preferences for tasks or projects
which allows them to do multiple things within a given time. The priorities the tasks as per its
urgency. The oligarchic individual preface tasks or situations likes to do and complete multiple
tasks within a given time, however face difficulties priorities for each of the tasks (Wallace,
2013). A person who is anarchically oriented keeps flexibility in their work and are a-systematic.