Your Task You will engage in a negotiation for the sale and purchase of a commercial asset...

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General Management

Your Task
You will engage in a negotiation for the sale and purchase of acommercial asset such as a business or a piece of real estate.
Assessment Description
You may be nominated to represent the vendor and will receiveemail instructions from the vendor company CEO including:
1. Appointment to represent the company as their agent for thesale of the commercial asset;
2. Specific details about the commercial asset;
3. Information about the status of current negotiations with analternative potential purchaser;
4. Information about a new potential purchaser;
5. Contact details of the agent appointed to represent thepurchaser.
Alternatively, you may be nominated to represent the purchaserand will receive email instructions from the purchaser company CEOincluding:
1. Appointment to represent the company as their agent for thepurchase of the commercial asset;
2. Specific details about the commercial asset;
3. Information about alternative assets the company isconsidering purchasing instead;
4. Information about the vendor;
5. Contact details of the agent appointed to represent thevendor.
Stage 1: Pre-negotiation (1,000 words)
You must answer the following questions:
1. What is your thinking style preference form – monarchic,hierarchic, oligarchic, anarchic – and what is your thinking stylescope – internal, external? Attach copies of completedSternberg-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 moreoptimal thinking style for this negotiation?
Stage 2: Negotiation (300 words) You must:
1. Enter negotiations with your counterpart for the sale andpurchase of the commercial asset;
2. Maintain a communications log that captures the date, method,items discussed, and outcomes of each communication. Attach copiesof any communications that confirm agreed price
Stage 3: Post negotiation (400 words)
You must prepare a 1 page letter to your client advising theoutcome of the negotiation.
4. What is your client’s BATNA? What is your client’sreservation value?
5. What is the other party’s BATNA? What is the other party’sreservation value?
6. What is the ZOPA range? What is your strategy for claimingthe greater proportion of the ZOPA? Include at least fifteenacademic references in your answers to the above questions with aminimum of five references coming from academic journals.

Answer & Explanation Solved by verified expert

3.7 Ratings (459 Votes)

Stage 1 Prenegotiation 1 What is your thinking style preference form monarchic hierarchic oligarchic anarchic and what is your thinking style scope internal external Attach copies of completed SternbergWagner Thinking Style Inventories Sternberg 1997 hypothesized particular relationships among the thinking styles to examine this we used exploratory factor analyses to describe the relationships among the thinking styles for this sample of ethnic minority college students To reduce the number of variables to a smaller subset second order factor analyses were conducted using the subscales as variables in the analyses based on the larger sample of college students Bartletts test for sphericity was significant indicating that the data were amenable to factor analysis The first analysis involved a direct oblimen rotation Four significant factors using the Kaiser criterion emerged explaining 686 of the variance in the 13 subscales A number of the subscales doubleloaded tripleloaded or significantly negatively loaded on the four factors Additionally the component correlation matrix showed a low correlation between the factors Thus the next factor analysis was conducted using varimax rotation in an attempt to force the subscales onto factors This analysis yielded a fourfactor The content validity of the Thinking Styles InventoryShort form TSISF was evaluated using theoretical perspectives on cognition styles and abilities Because traditional assessments of thinking style tend to be derived from existing theories within cognition and ability it was difficult to assess the content of the Thinking Styles Inventory which is based on governmental operations based on prior assessments of style The TSISF was evaluated using exploratory factory analysis EFA an extracting procedure that allows for the extraction of a particular number of factors The initial exploratory factor analyses with an orthogonal rotation accounted for 69 of the variance and extracted four components on which two of the thinking styles double loaded Although the followup EFA explained 60 of the variance each thinking style satisfactorily loaded onto a factor with the exception of the anarchic thinking See Answer

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