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MBA506 Thinking Styles Negotiation And Conflict Management

tag 0 Download 14 Pages / 3,418 Words tag 01-06-2021
  • Course Code: MBA506
  • University: Kaplan Business School
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  • Country: Australia

Question:

You will engage in a negotiation for the sale and purchase of a commercial asset such as a business or a piece of real estate.

You may be nominated to represent the vendor and will receive email instructions from the vendor company CEO including:

  1. Appointment to represent the company as their agent for the sale of the commercial asset;
  2. Specific details about the commercial asset;
  3. Information about the status of current negotiations with an alternative potential purchaser;
  4. Information about a new potential purchaser;
  5. Contact details of the agent appointed to represent the purchaser. Alternatively, you may be nominated to represent the purchaser and will receive email instructions from the purchaser company CEO including:
  6. Appointment to represent the company as their agent for the purchase of the commercial asset;
  7. Specific details about the commercial asset;
  8. Information about alternative assets the company is considering purchasing instead;
  9. Information about the vendor;
  10. Contact details of the agent appointed to represent the vendor.

You must answer the following questions:

  1. What is your thinking style preference form – monarchic, hierarchic, oligarchic, anarchic – andwhat is your thinking style scope – internal, external? Attach copies of completed Sternberg-Wagner Thinking Style Inventories.
  2. Are your thinking style preferences – form and scope – optimal for conducting this negotiation? Explain your answer.
  3. What adjustments (if any) could you make to adapt to a more optimal thinking style for this negotiation?
  4. What is your client’s BATNA? What is your client’s reservation value?
  5. What is the other party’s BATNA? What is the other party’s reservation value?
  6. What is the ZOPA range? What is your strategy for claiming the greater proportion of theZOPA?
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