Negotiations.part2 - University of California Berkeley...

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University of California Berkeley Haas School Business Psych 253 Judgments and Decisions Negotiations Barbara Mellers Negotiations and Conflict Resolution
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University of California Berkeley Haas School 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 Texoil
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University of California Berkeley Haas School Business Texoil Rep. Station Owner BATNA Reservation Price Interests Each Side’s Information
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University of California Berkeley Haas School 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 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 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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Negotiations.part2 - University of California Berkeley...

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