You And Sally Agreed To Develop A Negotiation Plan Mapping

You And Sally Agreed To Develop A Negotiation Plan Mapping Out A Stra

You and Sally agreed to develop a negotiation plan, mapping out a strategy to purchase the Boca Raton property to establish the restaurant. After reviewing the market plan and the terms of the proposed agreement, you suggest to Sally that it would be great if the two of you could map out the areas you believe could be negotiated with the owner. The plan would provide you with a prioritized list of issues to facilitate an agreement with the owner. Sally tells you that she has a perfect tool for plan development. Sally has emailed you a copy of the mapping tools and asks if you would take a shot at filling it out.

Compare your term sheet information and the owner's positions listed in the Marketing Study for the property in Boca Raton (PDF). In the negotiation matrix, map out the issues that you and the owner expressed in the marketing study. You told Sally that you were going for a win-win in the negotiations. She recommended that you review the article below to learn the language needed to make winning arguments. Read the following: 5 Win-Win Negotiation Strategies (Harvard). Review the marketing information and the seller's position concerning the property and priorities. Complete and upload the Term Sheet (DOCX) answering the issues presented and include your principle objectives in the forms. Read the Contract Negotiation Process (PDF). Review this video: Orange Example/Negotiation by Design (YouTube/7:46) Upload the following documents: The Learning Canvas Matrix The Term Sheet

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You And Sally Agreed To Develop A Negotiation Plan Mapping Out A Stra

Negotiation Planning and Strategy for Boca Raton Property

Developing an effective negotiation plan is vital for ensuring a successful acquisition of the Boca Raton property, which aims to establish a new restaurant. Collaborating with Sally, the plan involves systematically mapping out potential areas for negotiation with the property owner to facilitate mutually beneficial agreements. This process should identify prioritized issues, leverage win-win negotiation strategies, and incorporate relevant market insights, ultimately leading to a comprehensive term sheet that aligns with both parties' objectives.

To create this plan, it is essential to thoroughly review the market in Boca Raton and analyze the terms of the proposed agreement. The marketing study and the owner's positions provide critical insights into the seller’s priorities and sensitivities, which can be effectively incorporated into the negotiation matrix. By juxtaposing your term sheet information with the insights from the marketing study, you can identify key issues that might be open to negotiation.

Sally has recommended using a specific negotiation mapping tool—an approach grounded in principles of win-win negotiation strategies. These tactics emphasize collaborative problem-solving, focusing on mutual gains, and gaining agreement on issues that serve both your interests and the owner's. Reviewing Harvard’s "5 Win-Win Negotiation Strategies" will provide valuable language and approaches to craft compelling, mutually beneficial arguments during negotiations.

The process involves several steps: reviewing the relevant documents—the marketing study, the term sheet template, and the contract negotiation process—and then filling out the negotiation matrix. This matrix will detail the issues identified, prioritize them, and outline your key objectives. Once completed, the term sheet will be submitted, reflecting your negotiation strategy and aligned interests.

Additionally, reviewing the YouTube video “Orange Example/Negotiation by Design” will familiarize you with practical negotiation structuring, allowing you to apply those principles in your arrangements.

Finally, the deliverables include the Learning Canvas Matrix and the completed Term Sheet, both of which will serve as pivotal tools guiding your negotiation process and documenting agreed-upon terms for the Boca Raton property deal.

References

  • Harvard Law School. (n.d.). 5 Win-Win Negotiation Strategies. Harvard Negotiation Project.
  • Fisher, R., Ury, W. L., & Patton, B. (2011). Getting to Yes: Negotiating Agreement Without Giving In. Penguin Books.
  • Shell, G. R. (2006). Bargaining for Advantage: Negotiation Strategies for Reasonable People. Pearson Education.
  • Lewicki, R. J., Barry, B., & Saunders, D. M. (2015). Negotiation. McGraw-Hill Education.
  • Thompson, L. (2015). The Mind and Heart of the Negotiator. Pearson Education.
  • Ury, W. L. (1991). Getting Past No: Negotiating with Difficult People. Bantam.
  • Raiffa, H. (2002). Negotiation Analysis: The Science and Art of Collaborative Decision Making. Harvard University Press.
  • Shell, G. R. (2012). Negotiation and Dispute Resolution. Routledge.
  • Fisher, R., & Shapiro, D. (2005). Beyond Reason: Using Emotions as You Negotiate. Penguin Books.
  • William Ury. (2011). The Power of a Positive No. Harvard Business Review Press.

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