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Member rating: No Rating | Words: | Submitted: Mon Oct 22 2007
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ACADEMY OF ECONOMIC STUDIES BUCHAREST FACULTY OF BUSINESS ADMINISTRATION IN FOREIGN LANGUAGES Negotiating the sale of a house Case study analysis Table of contents pag 1. Purpose of the project............................................................ 3 2. Presentation of the context....................................................... 3 2.1 Confidential information for Adrienne......................................... 5 2.2 Confidential information for Jonathan.......................................... 3 3. Analysis of the negotiation....................................................... 7 3.1 Interests................................................................................................................... 8 3.2 Positions............................................................................ 8 3.3 BATNA................................................................................... 8 3.4 Legitimacy.......................................................................... 9 3.5 Relationship.................................................................................... 9 3.6 Communication.................................................................... 9 3.7 Solutions............................................................................ 10 4. Diagram............................................................................ 11 5. Reference........................................................................... 12 1. Purpose of the project This project is meant to examine a negotiation that I found really interesting and challenging. The confidential information given to the two parties is inspired from one of the negotiation case studies written by George Siedel, professor at Michigan University, Ross Business School (changes in the names and some small details). Given the complexity of the information provided by the professor, I tried to simplify a bit the context. My contribution to this project is, besides this, the analysis of the interests, of the positions, of the best alternative to the negotiated agreement, of the legitimacy, of the...
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