Parker Gibson Negotiation Essay

760 words - 4 pages

In the negotiation role-play, I was Mrs. Gibson. My counterpart, Mr. Parker, and I reached a final price of $25K for the parcel of land. At the end of the negotiation, and even after the class discussions, both he and I were satisfied by the result of the negotiation.

Opening and working together rather than against each other
I tried to start the negotiation even before actually talking about the topic at hand. Per the advice of Wheeler (pg 145-146), I wanted this negotiation to be friendly and easy to both sides. I wanted to create an atmosphere where Mr. Parker and I were working on the same side towards a common goal: the transfer of ownership of the parcel of land. If we were both ...view middle of the document...

The only reason I did not hesitate to respond with a much lower counter-offer was because I remembered the optimal, satisfactory, and very satisfactory prices I wrote down before the negotiation started. If I had not thought about what prices I wanted pre-negotiation, I would have started at a much higher price. Knowing what you want before any anchors are made is very important to resist the anchoring effect.

Framing
In my negotiation, framing played a very important role. Both sides used the story provided in the confidential information to back up the offers they made. Mr. Parker made it obvious by restating several times that though he already had a very agreeable offer, he wanted to reach out to me before sealing the other deal since he felt a neighborly kinship with me. From that, I had an answer to the question, if he already has such a great deal, why is he still asking me? In response to questions about my low offers, I prepared stories about my family’s low paying jobs, selectively keeping our inheritance money secret. This story effectively dropped Mr. Parker’s offer from $50K to $30K simply because he correctly assumed I...

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