Class 8 Powerpoint - RSM 461 MANAGERIAL NEGOTIATIONS...

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RSM 461MANAGERIALNEGOTIATIONSWINTER/SPRING 2016HADIYA RODERIQUEJOSEPH L. ROTMAN SCHOOL OF MANAGEMENTUNIVERSITY OF TORONTO
AGENDADUE TODAY: Winemaster Negotiation PlanDocument1:15-1:35: Meet with your Team/Group1:35-2:15: Negotiate (40 mins)2:20-3:00: Debrief WinemasterPost Class Reading: None!
INDIVIDUALS VS.TEAMS?What process did your team agree to?How did you begin negotiations?What problems did you encounter?Did you change your negotiating approach ascompared to individual negotiating? How?
INDIVIDUALS VS.TEAMS?Did anyone open with a total package proposal?Was that helpful in reaching agreement?
WINEMASTER’S BATNA =$7.2 M RESERVATION PRICESell to A for$9.3 MBuyer AApproves?Buyer Capproves?Sell to C for$7 MSell to B for$6 MYes (25%)No (75%)No (50%)Yes (50%)25% x 9.3 = 2.32575% of 50% x 7= 2.62575% of 50% x 6= 2.25
HOMEBASE’S BATNA =$8.4 M RESERVATION PRICEAcquire A for$6.6 MTarget AApproves?Target Cavailable?Acquire C for$8 MAcquire B for$10 MYes (25%)No (75%)No (50%)Yes (50%)25% x 6.6 = 1.6575% of 50% x 8= 375% of 50% x 10= 3.75
NEGOTIATIONSTRUCTURE§Number of shares (Continuous)§Board seat (Discrete)§Vesting (Discrete)§Liability (Discrete)
ASSUMPTIONS

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Term
Winter
Professor
Hadiya Rodriguez
Tags
joint gains

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