Negotiation

Preparation I began my meeting preparation with an assessment of my BATNA (Best option To a Negotiated Agreement) as suggested by Fisher, Ury, and Patton (1991, p. 100). Although Texoil was clearly very invadeed in acquiring the broadcast, the availability of land and the potential to build a new station in the self alike(p)(prenominal) area sure provided a viable alternative to purchasing this particular station. Because the proximo taxation opportunity in the fashion of Los Angeles area was so strong, I viewed ownership in an an different(prenominal) station as a distinct element of my BATNA. Since neither of the two other existing place in the vicinity was for sale, I defined my BATNA as an enthronisation of $675,000 to build a new, up-to-date station in the Port of Los Angeles area. In addition to determining my BATNA, I also constituted a take aim and reservation signalise front to the negotiation. My strategy in setting a target was to introduce and pursue shared stakess that might allow me to play garbage down Texoils purchase price, while still arriving at an unimpeachable solution in the eyes of the station owners.

Knowing that the owners had a reputation as an excellent management team, and suspecting that their decision to rat might simply stem from a need to denude financially (as opposed to a desire to leave the product line completely), I sought to gauge the couples interest in employment as Texoil station managers after the sale. I set a target purchase price of $350,000 for the station, with an go of two 40 hr./week manager positions, e ach with an one-year salary of $37,500. M! y reservation price for the station had been established by Texoil at $500,000. In addition, I was prepared to offer the same $75,000 in combined salary for as little as 60 hours of work as station managers, and to include profusion company benefits that might address interests uncovered during the meeting with the owners. Sebenius (2001, p. 88) warns against neglecting the other sides problem, so I also indistinct out(p) some...If you want to get a full essay, order it on our website: OrderCustomPaper.com

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