The Matrix
You and Sally agreed to develop a negotiation plan, mapping out a strategy for the purchase of 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 tool that is perfect for plan development. Sally has emailed you a copy of mapping tools and asks if you would take a shot at filling it out. Initially, fill out the Term Sheet information, mapping out the issues to discuss in the negotiation.
Read the following:
- 5 Win-Win Negotiation Strategies (Harvard). (Links to an external site.)
- BATNA Basics: Boost Your Power at the Bargaining Table (PDF).
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Your Assignment
- Read forms and complete the issues raised in the form.
- Review the marketing information and the seller’s position for the property.
- Read the Contract Negotiation Process (DOCX) download. This will help you in completing the Learning Canvas Matrix (PDF). download
- Complete and upload a Term Sheet (PDF) downloadexample and key objectives forms.
- Download the Learning Canvas Matrix (PDF) download and follow the instructions for completion.
- Review the video listed in the Matrix:Orange Example/Negotiation by Design (Youtube, 00:07:45) (Links to an external site.)
- To establish your and Sally’s positions, make any assumptions where appropriate to complete the matrix negotiation document.
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