Pre Negotiation Assignment Report

Running head: NEGOTIATION
Negotiation
Name of the Student
Name of the University
Author Note

NEGOTIATION1
Stage 1 – Pre-Negotiation
2. Are your thinking style preferences – form and scope – optimal for conducting this
negotiation?
The given scenario is one where I have been appointed to engage in a negotiation
concerning the purchase of an asset. Various strategies are available using which sales
negotiations can be carried out (Zarei et al. 2016). Hence the process of negotiation does not
happen to be an organized one and there are random strategies that may be deployed with regards
to this particular situation (Ting – Tooney 2015). Additionally, while making sure that the asset
can be bought for a price which is considered as favorable for the client, what also has to be
ensured is that I work actively alongside others, in order to negotiate this sale on behalf of my
client (Tu 2014). With regard to the property purchase, I have to learn to work in a team
alongside others, and get along with others comfortably and easily so as to ensure good social
contact in the process. This external scope that is going to be adopted by me is going to serve me
well in negotiating the purchase in an appropriate manner (Dell-Acquila et al. 2017).
3. What adjustments (if any) could you make to adapt to a more optimal thinking style for
this negotiation?
A few adjustments have to be made with regard to the form of thinking that I am
deploying with respect to this particular negotiation (Tu 2015). At present, it is a hierarchical
form of thinking that I have deployed to the given scenario, which is a form of thinking that
provides me with a structure and organization along with a great deal of flexibility as well (Su et
al. 2017). However, when negotiating the purchase of a valuable asset, there is the need for
having a fixed plan or concept in mind, a style which is often referred to as monarchic thinking

NEGOTIATION2
(Rahim 2017). I must combine both hierarchical and monarchic forms of thinking as this will
help me to carry out the negotiation well while giving me the flexibility that I need for this
purpose (Pinkley et al. 2017).
4. What is your client’s BATNA? What is your client’s reservation value?
In the given scenario, the Best Alternative To Negotiable Agreement or BATNA that is
available to my client is $ 54,460, 000
 The value of the property stands at $ 53,460,600 hence to purchase this
propertyfor this is not going to prove to be difficult.
 There is a potential buyer at Ducere Ltd. and who is willing to purchase property
at 54 million and which can be increased by a value of 10 percent.
 The reservation value with regard to the client should be $ 54,460, 600.
5. What is the other party’s BATNA? What is the other party’s reservation value?
In the given scenario, the Best Alternative to Negotiable Agreement or BATNA that is
available to the other party is that –
 They could make an investment in another asset of a similar type and which is also
available for a reduced price.
 They could wait for a certain period of time before they go ahead and make an
investment as they appear to be in no hurry at all when it comes to indulging in asset
purchase.
 The reservation value when it comes to the other party should be fixed at 54 million.