Project Tasks

国际商务谈判代写 This is the Project Case mentioned at the beginning of this chapter. After the systematic study of Distributive Bargaining…

This is the Project Case mentioned at the beginning of this chapter. After the systematic study of Distributive Bargaining, we have understood the basic concepts and related applications. Now let’s use the knowledge and skills learned in this chapter to complete this project.

This project will be decomposed into a series of tasks, which requires you to work as a team to restore the actual work scenarios and procedures as much as possible, presenting the team’s highest level of simulated negotiation preparations.

Suppose Alex called the owners of three stores and asked about the selling price of each store. He got the following replies:

Commercial Real Estate Sales Negotiation 国际商务谈判代写

Alex just quit his job to start his own business. He wants to run a breakfast restaurant. First he needs to buy a store. His requirements for the location of the store are as follows:

  • First, the store should be very close to the residential area, so that he can do neighborhood business.
  • Second, the shop is best not far from the bus station or subway entrance. It should be in a must-pass for commuters to take public transport.

Another purpose of Alex’s buying of the store is for investment, which is a real estate investment behavior. The store he buys may appreciate in value over time.

At present, Alex has initially narrowed the selection to three stores. The basic conditions of the three stores are as follows:

  • Store A is not facing the street, but is located within a residential area. The store is currently vacant.
  • Store B is just across the road from the residential area where Store A is located. It is less than 100 meters from the subway entrance, and not far from the stairs of the pedestrian bridge. The store is not currently vacant.
  • Store C is next to a bus stop, not far from the residential area where Store A is located, and is currently vacant. 国际商务谈判代写

Alex is going to learn more about the three stores. He will try to contact the store owners one by one, and prepare to negotiate with them.

Suppose Alex called the owners of three stores and asked about the selling price of each store. He got the following replies:

  • The owner of Store A told Alex: the price of his store is RMB600,000 which can be negotiated, but a one-time payment in full is required.
  • The owner of Store B told Alex that he did not want to sell the store and that the current lease is still three months away, but if the price given by Alex is satisfactory enough, he can also consider selling. He asked Alex to think about it and get back to him.
  • The owner of Store C told Alex that the selling price of his store was RMB700,000, and he accepted that Alex would pay in two installments within three months.

Task 1: Narrow down Alex’s options 国际商务谈判代写

In terms of location alone, Store B is the closest to Alex’s requirements. Store C is not as good as Store B, but better than Store A.

▼ Please help Alex to choose two from the three stores to learn more.

 

Narrow down Alex’s options
Store A Store B Store C
Justify Your Choice
     

 

 

 

 

 

Table 2.16 Narrow down Alex’s options

 

Task 2: Identify Alex’s First Choice and BANTA

▼ Please choose one of the two shops selected above as Alex’s First Choice and the other as Alex’s BANTA.

 

First Choice BANTA
   
Justify Your Choice
   

 

Table 2.17 Alex’s first choice and BANTA

 

Task 3: Figure Out Buyer’s Variables 国际商务谈判代写

▼ Assuming that the market price range of stores of the same size in this area is from RMB450,000 to RMB950,000, please try to figure out the values of the buyer’s variables for Alex when negotiating with the owner of his first-choice store.

 

  Value How to calculate? What’s your reasoning?
Alex’s Initial Counter-offer      
Alex’s

Target Point

     
Alex’s

Resistance Point

     
Alex’s Budget      

 

Table 2.18 Figure out Alex’s variables

 

Task 4: Make a preliminary anticipation of the seller’s variables

▼ Please help Alex make a preliminary anticipation of the price range of the following four invisible variables of the seller of his first choice and fill in the table below.

 

  Price Range How to calculate? What’s your reasoning?
Seller’s Target Point      
Seller’s Resistance Point      
Seller’s

Cost

     

 

Table 2.19 Anticipate the invisible variables of the seller of the first choice

 

Task 5: Try to get more information to figure out the currently unpredictable variables 国际商务谈判代写  

▼ Please help Alex to list the reasons why some variables are currently unpredictable. You need to write these reasons like this: “To anticipate XXX is impossible unless I know XXX” At the same time, you are also required to give advice on how to get the relevant information.

 

Currently unpredictable variables What information is needed How to get it?
     
     
     

 

Table 2.20 Currently unpredictable variables for Alex

 

Task 6: Create a BANTA for the owner of Alex’s first choice store

▼ Please set up a BANTA for the owner of Alex’s first choice store and tell your story.

 

Create a BANTA for the seller
Store A Store B Store C
Tell Your Story
     

 

 

 

 

 

Table 2.21 Create a BANTA for the seller

 

Task 7: Figure Out Seller’s Variables 国际商务谈判代写

▼ Assuming that the market price range of stores of the same size in this area is from RMB450,000 to RMB950,000, please try to figure out the values of the variables for the owner of Alex’s first choice store when negotiating with Alex.

 

  Value How to calculate? What’s your reasoning?
Sell’s

Target Point

     
Seller’s

Resistance Point

     
Seller’s

Cost

     

 

Table 2.22 Figure out seller’s variables

 

Task 8: Make a preliminary anticipation of Alex’s variables

 

▼ Please help the owner of Alex’s first choice store make a preliminary anticipation of the price range of Alex’s invisible variables and fill in the table below.

 

  Price Range How to calculate? What’s your reasoning?
Alex’s Initial Counter-offer      
Alex’s

Target Point

     
Alex’s

Resistance Point

     
Alex’s

Budget

     

 

Table 2.23 Anticipate Alex’s invisible variables

 

Task 9: Try to get more information to figure out the currently unpredictable variables of Alex 国际商务谈判代写

▼ Please help the owner of Alex’s first choice store to list the reasons why some Alex’s variables are currently unpredictable. You need to write these reasons like this: “To anticipate XXX is impossible unless I know XXX” At the same time, you are also required to give advice on how to get the relevant information.

 

Currently unpredictable variables What information is needed How to get it?
     
     
     

 

Table 2.24 Currently unpredictable variables for the seller

Task 10: Repackage Alex’s BANTA

▼ Alex needs to let the seller of his first choice know that he has a BANTA, but how much does he need to let him know? Please help Alex to repackage his BANTA information. Remember, this information is for the owner of Alex’s first choice store.

 

Repackage Alex’s BANTA
Original Version Repackaged Version
   

 

Table 2.25 Repackage Alex’s BANTA

 

Task 11: Repackage the seller’s BANTA 国际商务谈判代写

▼ The owner of Alex’s first choice store needs to let Alex know that he has a BANTA, but how much does he need to let Alex know? Please help the seller to repackage his BANTA information. Remember, this information is for Alex.

 

Repackage the seller’s BANTA
Original Version Repackaged Version
   

 

Table 2.16 Repackage the seller’s BANTA

 

Task 12: Anticipate the bargaining zone from Alex’s perspective

 

▼ Please try to calculate and outline the ZOPA between Alex and the seller of his first choice.

国际商务谈判代写
国际商务谈判代写

Figure 2.28 ZOPA from Alex’s perspective

 

Task 13: Anticipate the bargaining zone from the seller’s perspective

▼ Please try to calculate and outline the ZOPA between Alex and the seller of his first choice.

Figure 2.29 ZOPA from the seller’s perspective

Task 14: Calculate the negotiation spaces with the goal and the lines of defense

Please use the goals and lines of defense that you have set or inferred in the tasks above to calculate the negotiating space at different stages. Fill in the results below.

国际商务谈判代写
国际商务谈判代写

Figure 2.30 Seller’s goal and lines of defense

Figure 2.31 Buyer’s goal and lines of defense

 

Task 15: Role-play

▼ Decide with your partner who is going to play Alex, the buyer and who is going to play the seller. List at least three questions that you plan to ask the other party during the negotiation and the answers you are supposed to get from the other party. You should also note down the other party’s real answers vis-à-vis your questions during the negotiation and find out the useful information to explore.

 

Alex’s Questions  
Seller’s Answers

(inferred by Alex)

 
Seller’s Real Answers  
Useful Information to Explore  

 

 

Table 2.17 Alex’s questions

 

Seller’s Questions  
Alex’s Answers

(inferred by Seller)

 
Alex’s Real Answers  
Useful Information to Explore  

 

Table 2.18 Seller’s questions

 
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