What were your opening, target and resistance points?
Since there were multiple opening, target, and resistance points throughout this negotiation, I feel it is best to organize this part of the assignment into bullet points.
Royalties- opening point (5%), target point (7%), resistance point (10%)
Contract Signing Bonus- opening point ($10,000), target point ($20,000), resistance point ($30,000)
Number of print runs for the book- opening point (5), target point (4), resistance point (4) again
Number of weeks that Paige has to promote the book- opening point (35). target point (30), resistance point (25)
Number of books- opening point (6), target point (5), resistance point (2) but really this portion of the negotiation was not very important to my…
The instructions were very clear when they emphasized the boss would not be happy if no agreement was made.
Was this negotiation different from the “Used Car” negotiation? Why or why not?
This negotiation was different because in this negotiation the best result for both parties was working together in order to build a long term business relationship. The used car negotiation was a negotiation revolved around a singular item and most likely both the buyer and the seller would never meet again because it was a one time deal. Also I believe that both distributive and integrative tactics were useful in this negotiation. In the used car negotiation distributive tactics were the superior way to win the negotiation.
Could you have improved your outcomes? How?
For the most part I feel that the negotiation had a positive outcome for me. I closed the deal with Michael and the boss at Bestbook’s would have been happy with my performance. The only piece of constructive criticism that I would give myself would be to try not to always look for middle ground and stay…
