Negotiations.part2 - University of California Berkeley...

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University of California Berkeley Haas School of Business Psych 253 Judgments and Decisions Negotiations Barbara Mellers Negotiations and Conflict Resolution
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University of California Berkeley Haas School of Business An independent service station in the Port of Los Angeles is for sale by owners (married couple) Texoil, a large petroleum refining company, is a potential buyer (Texoil representative) Parties have 5 minutes to prepare and 30 minutes to negotiate and discuss Texoil’s possible purchase of the service station When you prepare, think about your BATNA, your reservation price, and your underlying INTERESTS! Texoil
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University of California Berkeley Haas School of Business Texoil Rep. Station Owner BATNA Reservation Price Interests Each Side’s Information
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University of California Berkeley Haas School of Business Texoil Rep. Station Owner BATNA Reservation Price Interests $675,000 (Build one) $400,000 (BP offer) Each Side’s Information
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University of California Berkeley Haas School of Business Texoil Rep. Station Owner BATNA Reservation Price Interests $675,000 (Build one) $400,000 (BP offer)    $500,000 Why not $675K? Minimart = $100K Upgrades = $?? $553,000 ($488,000 after taxes) Boat loan: $230,000 Boat ready: $68,000 Food, health, clothing: $75,000 Boat repairs: $40,000 Savings after return: $75,000 Each Side’s Information
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University of California Berkeley Haas School of Business Texoil Rep. Station Owner BATNA Reservation Price Interests $675,000 (Build one) $400,000 (BP offer)    $500,000 Why not $675K?
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