You and Sally agreed to develop a negotiation plan, mapping out a strategy to purchase the Boca Raton property to establish the restaurant. After reviewing the market plan and the terms of the proposed agreement, you suggested 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 perfect tool for plan development. Sally has emailed you a copy of the mapping tools and asked if you would take a shot at filling it out. Compare your term sheet information and the owner’s positions listed in the Marketing Study for the property in Boca Raton (PDF) Download Marketing Study for the property in Boca Raton (PDF). In the negotiation matrix, map out the issues that you and the owner expressed in the marketing study.
You told Sally that you were going for a win-win in the negotiations. She recommended that you review the article below to learn the language needed to make winning arguments.
Read the following:
https://www.pon.harvard.edu/daily/win-win-daily/5-win-win-negotiation-strategies/
Review the marketing information and the seller’s position concerning the property and priorities.
Complete and upload the Term Sheet (DOCX) Download Term Sheet (DOCX)answering the issues presented and include your principle objectives in the forms.
Read the Contract Negotiation Process (PDF).Download Contract Negotiation Process (PDF).
Review this video:
To establish your and Sally’s positions, make appropriate assumptions to complete the Learning Canvas Matrix (DOCX). Download Learning Canvas Matrix (DOCX).The information you used to complete your term sheet contains the significant issues in your matrix. Short non-descriptive responses will not be graded. Assume the matrix will be shared with other individuals assisting you in the negotiation. Therefore, your information must include both the term sheet issues and responses. The matrix must be descriptive enough that others can comprehend your negotiation points listed in each matrix box. When establishing responses to the matrix questions, write them clearly and sufficiently to allow a third party to understand your perspective of the negotiations.
Caution: Since the matrix is a planning tool, please note that “yes” or “no” answers, personal keywords without explanation, or one-sentence or incomplete sentences are unacceptable as a response. Solutions should be fully developed and analyzed. The entries into the matrix must demonstrate negotiable items that are more than your personal opinion. Entries must contain achievable or negotiable issues based on the facts of the entire case study. Entries are required to be single-spaced, with no white space or empty boxes.
