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Bullard House 2...

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RSM4 61NEGOTI ATI ONSPLANNI NG DOCUMENT Negotiation: The Bullard House Role: Seller Representative Due date: Oct 21 What issues are most important to you? Issue

Selling Criteria Keeping Shareholders Happy Price

Priorit y (Rank) 1 2 3

Interest (What do you want?)

I want to ensure my shareholders’ needs are met, including the bonuses I want to ensure my shareholders will be satisfied with the deal I choose to accept I want to sell the property at a fair price

What is your BATNA? Reservation Price? Goal? My BATNA is the deal proposed by the Grouse deal. It may not be ideal in every way but at least I have another offer to consider. My reservation price is $10 million. My goal is to negotiate a deal that is a fair price as well as satisfies my clients’ needs. What are your sources of power? My source or power comes from the fact that I am the one with the property that multiple people want to purchase and I have received multiple offers and am in no way obligated to agree to anything that does not meet my selling criteria. What issues are most important to your opponent? Issue Price Terms of Negotiation

Priority Interest (What do they want?) (Rank) 1 Wants to buy the property for the cheapest price 2 Wants to be able to follow through with the terms of the negotiation and not agree to anything unreasonable

What is your opponent’s BATNA? Reservation Price? Goal? My opponent’s BATNA is any other property he may be potentially looking at to purchase. My opponent’s reservation price is the price he is willing to pay for a similar property. My opponent’s goal is to purchase the Bullard House at the cheapest price and with the least amount of strings attached. What are your opponent’s sources of power? My opponent’s source of power comes from the fact that he may be able to offer a deal that is better than all the previous offers I have received and if it meets my other terms, even if at a higher price, I would take it. What is your opening move/first strategy? My opening move is going to be to express that I care about things other than money. I want to make it clear that at the end of the day, my selling point is not going to be a dollar amount but rather the entire package and that which can make my shareholders most satisfied....