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The Negotiation
Storyboard Text
- Skluzavka: 1
- Early one afternoon, our main character, Tom, found himself in the front yard of his beautiful home, which he intended to sell. His friend, Donald, came to view the house and indicated that he wanted to make an offer!Tom prepared for the upcoming negotiation, determined to get a good value for his home.
- THE NEGOTIATIONBy Evan Dallaire
- Okay...let's do this!
- Here's my opening offer..
- Thank goodness I prepared for Donald to make an offer today!
- Skluzavka: 2
- Let me think back to the negotiation checklist I made in advance!
- Skluzavka: 3
- ME
- DONALD
- BATNA: Keep his current apartment
- BATNA: Find another buyer for the house
- Interests: Unknown, price probably most important. Could be interested in included furniture or equipment (i.e lawnmower)? Hopefully wants to maintain our relationship.
- Interests: Price is important (needs to be high enough to buy a smaller house PLUS a new car for my wife), want to preserve my relationship with Donald.
- Compatible Issues??
- Reservation Value: $350,000 ($310,000 for house, $40,000 for car
- Reservation Value: ?????
- Aspiration Value: $390,000, would get us a nicer house and car. I've seen houses in the area go for up to this high
- Aspiration Value: ?????
- Now I just need to make sure my interests are met by his offer!
- Skluzavka: 4
- My opening offer is....$330,000
- Skluzavka: 5
- How could he offer me so little?That's $20,000 below my reservation value!
- You've got some nerve, lowballing me like that!I want $370,000
- Skluzavka: 6
- I didn't mean any offense!I have a very constrained budget, and can't pay much more than $330,000!
- Maybe I could sweeten the deal by bundling in some other, non-monetary items?
- Skluzavka: 7
- Several hours later.....
- Okay...the MAX I can offer is $340,000, but I'll add in an antique chair, a brand new laptop, a designer top hat, and a unicycle! These are all easily up the total value to the $370,000 you wanted!Do we have a deal?
- Skluzavka: 8
- If I'm being transparent with you, none of this stuff really aligns with my interests.
- I really need at least $350,000, because it's important to me that I can buy both a new house and a $40,000 car for my wife, all with cash..
- Skluzavka: 9
- WOW!I think we can work together on a deal that will satisfy us both!
- Skluzavka: 10
- My brother owns a Car Dealership, and I'm sure I could get you the same car for $30,000 or less!Would you let the house go for $340,000 then?
- Skluzavka: 11
- That works for me! You've got a deal!It looks like everyone wins!
- Skluzavka: 12
- THE END
- I think we all learned today that negotiations don't necessarily have to be distributive, with each party trying to win over the other.
- Absolutely!If you focus on one another's interests and are transparent, you can work together and maximize the value for both parties!
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