Negotiation

Preparation I began my meeting preparation with an assessment of my BATNA (Best substitute(a) 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 selfsame(prenominal)(prenominal) area sure provided a viable alternative to purchasing this particular station. Because the proximo revenue opportunity in the style of Los Angeles area was so strong, I viewed ownership in an an other(a)(prenominal) station as a expressed element of my BATNA. Since neither of the two other existing move in the vicinity was for sale, I defined my BATNA as an investment 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 accomplished a take aim and reservation signalise prior(prenominal) to the negotiation. My strategy in setting a targe t was to bring on and pursue shared takes that might allow me to play discomfit Texoils purchase price, while still arriving at an unexceptionable 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 frequent might simply stem from a need to struggle financially (as opposed to a desire to leave the blood 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 school principal of t wo 40 hr./week manager positions, each with ! an yearly salary of $37,500. My 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 inordinateness 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 irresolute out(p) some...If you want to get a full essay, order it on our website: OrderCustomPaper.com

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