Cascade manor case: the concept of claiming in negotiations essay

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Download Essay Get Full Essay Get access to this section to get all the help you need with your essay and educational goals. It was our task to negotiate a deal with a development corporation who wanted to build a residential housing community to revitalize the historic district of our city.

We devised a strategy on how we would open and negotiate on the issues. This paper will look at how offering multiple package deals help the negotiator claim resources, and suggests ideas on how to develop an effective multiple offer strategy.

Thompson lists package deals and making simultaneous multiple offers as a good strategy for win-win negotiations. For example, in our negotiation we decided that attaining the maximum number of local contractors was an important issue to us with regards to claiming. If we decided to negotiate that single issue, we would have definitely failed because we were bargaining for the maximum amount.

If we asked for the maximum amount, the negotiated amount would end up being somewhere in between the maximum amount they were willing to concede and the minimum amount we were willing to accept.

In order to achieve the maximum number of local contractors, we created a packaged offer that included allowing the developer to build to their maximum height.

The height issue was of far less financial importance to the city, than use of local contractors. However we suspected that height was very important to the developers because it allowed for more occupants, which translates into more paying tenants. Packaging allowed us to claim much more financially, than we would have if each issue local contractors and height were negotiated separately.

There are five benefits to making multiple offers in a negotiation Thompson, The first benefit is the ability to aggressively anchor the negotiation by being the first to offer. Next, having multiple offers allows the negotiator to be more persistent.

Another benefit relates to the persuasive power gained regarding the value of the offer. The other side is more likely to believe in the value of your deal if they know you have taken the time to create multiple offers. I believe another benefit from employing multiple offers in negotiation relates to the aspect of claiming resources.

Developing multiple offers encourages negotiators to use some of the 10 basic strategies to improve claiming pie-slicing discussed by Thompson We used this offer as our opening anchor point, fully expecting a rejection.

Afterwards, we followed up by simultaneously submitting two more offers that asked for less, but that actually contained much of what we really wanted in the first place.

In addition, planning to concede on some issues and attempting to be fair are also good resource claiming strategies. Negotiators use both of these strategies when developing multiple offers.

Cascade manor case: the concept of claiming in negotiations essay

For instance, we knew that we needed to make concessions to the development corporation in order for them to agree to a deal. By developing our multiple package offers we were forced to decide which issues we were willing to concede on for each package.

Having these concessions included in each offer also made us appear to be fair to the other side. According to Thompson there are three parts to the multiple offer strategy: It is crucial, when claiming resources, that negotiators create multiple package offers, instead of multiple single issue offers for reasons discussed previously.

However, I would disagree that each package must be of equal value and all made at the same time. I found that our strategy of having one offer that went for the most financial gain on all issues, and offering this as our first single offer, was a good way for us to figure out what the other side valued the most.

For example, one of the issues concerned who the building inspector should be. While we were laying out the issues of our first offer, I noticed that they had a positive reaction when we stated who we wanted as inspector, which was a clue that this was possibly a compatible issue.

The opposite was also true, we could tell which issues hurt them the most financially, and could use this information for deciding what issue s to use for possible trade-offs. I think if all the offers were equal in value and submitted at the same time, we may not have figured out the compatible issues as easily."Cascade Manor" Case: The Concept of Claiming in Negotiations.

I was part of a team, partnered with the other co-chief city planner and the city's financial director. It was our task to negotiate a deal with a development corporation who wanted to build a residential housing community to revitalize the historic district of our city.

"Cascade Manor" Case: The Concept of Claiming in Negotiations Essay by big_robw, University, Master's, A, April download word file, 5 pages download word file, 5 pages 1 votes3/5(1). "Cascade Manor" Case: The Concept of Claiming in Negotiations Words Apr 20th, 6 Pages In the "Cascade Manor" negotiation, I played the role of co-chief city planner.

Loewenstein, Negotiations The Zoning board would have to rezone the site from mixed residential and commercial to high rise commercial. However a new Milton Hotel would relieve the city’s current shortage of mid-priced hotel rooms.

“Cascade Manor” Case: The Concept of Claiming in Negotiations Essay Sample In the “Cascade Manor” negotiation, I played the role of co-chief city planner. I was part of a team, partnered with the other co-chief city planner and the city’s financial director.

Cascade manor case: the concept of claiming in negotiations essay

“Cascade Manor” Case: The Concept of Claiming in Negotiations – Essay Sample Posted on July 11, January 2, by bros2qET1 In the “Cascade Manor” dialogue I played the function of co-chief metropolis contriver.

"Cascade Manor" Case: The Concept of Claiming in Negotiations | Essay Example