Eazy’s Garage

Eazy’s Garage - Why? Which settlements are...

Info iconThis preview shows pages 1–3. Sign up to view the full content.

View Full Document Right Arrow Icon
Eazy’s Garage This case sets up a negotiation between a customer Frances Litchfield, and an auto repair shop owner, Jim Eazer over a disputed repair bill. Instructions : 10 minutes to read and prepare 30 minutes to negotiate Empathize with the role Do not add any facts that are not in the case Stay in role You are not required to settle
Background image of page 1

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Debriefing If you reached agreement, what are the terms of the agreement? If not, why not and what will happen next? Why were there so many different settlements? What alternatives (BATNA) do the parties have if they cannot reach an agreement? How good are those alternatives? Which settlements are likely to be the most long lasting?
Background image of page 2
Background image of page 3
This is the end of the preview. Sign up to access the rest of the document.

Unformatted text preview: Why? Which settlements are the most creative? How might a negotiator prepare to implement a problem-solving approach? Lessons Integrative bargaining requires a negotiator to both collaborate (create value) and compete (claim value). Relevant objective criteria can be used to support many options. Long-term interests and a good reputation in the community can supersede monetary considerations. What constitutes success in this negotiation? Making the other side back down? Avoiding litigation? Getting a fair deal?...
View Full Document

This note was uploaded on 11/21/2011 for the course BUS 432 taught by Professor Earlhill during the Fall '11 term at Emory.

Page1 / 3

Eazy’s Garage - Why? Which settlements are...

This preview shows document pages 1 - 3. Sign up to view the full document.

View Full Document Right Arrow Icon
Ask a homework question - tutors are online