Janet Negotiates

Name
Professor’s Name
Course
Date
Negotiating and Closing Planner
Account Name: BLANK PERSONALITY PROFILE
Decision Maker: Sy Abell
YOU OTHER SIDE
Situation:
Sy Abell gives priority to his claims.
Hel is willing to pay 33% discount off
He only wants his ads to appear on TheDailyNews.com
He wants wide customer coverage (Zohar 540). No Concerns
TransactionalRelationships
Coordination
Negotiating
Style: Competitive (Nicole) Not mentioned
Interests
Targets: Interests:
1. 33% discount off
2. 15% for CPM’s
Targets:
To gain an audience with TheDailyNews.com (Brown)
To achieve dominance
33% off
Medium size of order
Partisan terms Interests:
1. 50% of Hess Jewelry
2.
Targets:
Specific opportunity is the 50% of Hessy Jewelry
Leverage:
__Favors you Leverage
Tactics
Paying the 33% discount off. Leverage
Tactics
50% of Hess Jewelry
BATNAS: BATNA
Gaining dominance in TheDailyNews.com (Doran and Winkeler) BATNA
Accessing 50% of Hess jewelry
Ballpark:
HLE:
Anchor:
Walk-aways: Price or terms and conditions

HLE
Anchor
Your walk-aways:
1. Access granted
2. Wide publicity
3. Increased customers Their initial offer: Not mentioned
Their walk-aways:
1. Limited access to ads
2. Diminished publicity
3. Low customer turn out
Bargaining Tactics: Bad guy (Does not know how to bargain)
1. Considerate bargainer
Opening: __You first __Them first
Frames:
Positioning: No frames
(Benefits Matrix) No frames

Throw-aways and
Concessions:
(Effective pattern) Throw-aways
1.

Bargaining dignity
2. Effective completion
Concessions
1. Publicity
2. Customer attention (Malhotra) Potential concessions
1. Bargaining respect
2. 50% of Hess jewelry
Closes:
Closes: Clincher close, e.g., the 33%
Account Name: BLANK PERSONALITY PROFILE
Decision Maker: Godowski
YOU OTHER SIDE
Situation:
Building transactional relationships
Gives priority to other’s claims.
Hel is willing to pay 50% of Hess jewelry.
Negotiating
Style: Competitive Not mentioned
Interests
Targets: Interests:
1. 50% of Hess Jewelry
2.
Targets:
Specific opportunity is the 50% of Hessy Jewelry Interests:
1. 33% discount off
2. 15% for CPM’s
Targets:
To gain audience with TheDailyNews.com
To achieve dominance
33% off
Medium size of order
Partisan terms
Leverage:
Favors them
Leverage
Tactics
50% of Hess Jewelry Leverage
Tactics
Paying the 33% discount off.
BATNAS: BATNA
Accessing 50% of Hess jewelry BATNA
Gaining dominance in TheDailyNews.com
Ballpark:
HLE:
Anchor:
Walk-aways: Price or terms and conditions

Their initial offer: Not mentioned
Their walk-aways:
1. Limited access to ads
2. Diminished publicity
3. Low customer turn out HLE
Anchor
Your walk-aways:
1. Access granted
2. Wide publicity
3. Increased customers
Bargaining Tactics: Considerate bargainer Bad guy (Does not know how to bargain)
Opening: Them first ____You first
Frames:
Positioning: No frames No frames
(Benefits Matrix)

Throw-aways and
Concessions:
(Effective pattern) Potential concessions
1. Bargaining respect
2. 50% of Hess jewelry Throw-aways
1. Bargaining dignity
2. Effective competition
Concessions
1. Publicity
2. Customer attention
Closes:
Closes: Clincher close, e.g., the 33%
Works Cited
Brown, Schuyler. “Boost Your Negotiating Leverage: 3 Strategies.” Inc, 2012. https://www.inc.com/schuyler-brown/boost-your-negotiating-leverage-three-tips.htmlDoran, Chuck, and Winkeler, Megon. “What is a BATNA, and How Do I Utilize My BATNA in a Negotiation?” MWI, 2017. https://www.mwi.org/what-is-batna-in-negotiation/Malhotra, Deepak. “Four Strategies for Making Concessions.” Business Research for Business Leaders, 2006. https://hbswk.hbs.edu/item/four-strategies-for-making-concessionsNicole, Erica. “Follow These Six Steps, and You’ll Close Every Deal.” Business Insider, 2011. https://www.businessinsider.com/six-steps-to-improve-negotiations-and-close-the-deal-2011-3?IR=TZohar, Ilana. “The Art of Negotiation” Leadership Skills Required for Negotiation in Time of Crisis.” Procedia-Social and Behavioral Sciences, vol. 209, 2015, pp. 540-548.