PLANNING DOCUMENT FORM Negotiation: Role: Seller What issues are most important to you? (list in order of importance) 1. Keep houses intact 2. Commercial uses only if tasteful as Grouse´s proposal 3. Avoid bad press 4. Generate good press 5. Maximize sale price What is your BATNA? Reservation Price? Target? BATNA: $ 13 million for 100% of Downtown´s shares or proportional with a minimum of 70% of its shares while commercial uses tasteful as Grouse´s proposal Reservation
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“The Bullard Houses” is a case in which Downtown‚ a corporation formed by James Bullard’s descendants‚ is seeking for a buyer for the site that has been saved by Downtown from destruction. The reason behind this potential deal is because Downtown is in a great cash shortage. There are two parties current interested in this site‚ including Absentia‚ the client I as a senior partner in Jones & Jones represent for. The resulting negotiation between the representative of Downtown and me covers a couple
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PROGRAM ON NEGOTIATION AT HARVARD LAW SCHOOL AN INTER-UNIVERSITY CONSORTIUM TO IMPROVE THE THEORY AND PRACTICE OF CONFLICT RESOLUTION THE BULLARD HOUSES Confidential Instructions for the Buyer’s Representative You are a fast-track real-estate lawyer in Gotham representing Absentia‚ Ltd.‚ a Liechtenstein corporation owned by a Bahamanian blind trust. (Such a complicated corporate structure is frequently used to make it hard for others to find out an actor’s true identity. It is commonly used‚ as
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For The Bullard Houses negotiation I was assumed the role of the buyer’s representative. Upon reading the case for the first time‚ I knew it would be very challenging to negotiate with the seller when I was instructed not to reveal the intended use of the site I was looking to purchase. I prepared by making a list of what I had to keep in mind not to mention as well as the points I wanted to stay within. I had a resistance point of twenty four million and an alternative offer of twenty million‚ therefore
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Analysis for Bullard Houses Jiahui Jiang Part I 1. Your Client’s (Absentia) Interests Confidentiality Not to reveal your client’s interest in Gotham Not to reveal your client’s identification Not to reveal your client’s BATNA Money Rights to change the zone area into commercial use 2. Other Parties’ Interests Downtown Preservation Save houses from destruction‚ maintain their historical structure Reputation Maintain the symbol of power and privilege Residential Eventually sell houses to a condominium
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Armagan “Bullard Houses” Negotiation DOWNTOWN‚ Inc. Downtown Reality seller representative ABSENTIA‚ Ltd Jones & Jones Reality buyer representative 2 Ethics and Agency Issues “Bullard Houses” 3 Agreements on board 4 seller buyer BATNA rp interests 5 Instructor version Going through agreements on board 6 Instructor version Bargaining Zone 7 Instructor version Debrief 8 Instructor version Debrief 9 Is it ethical..... ... to hide your Rp? Your BATNA? (traditional
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INTER-UNIVERSITY CONSORTIUM TO IMPROVE THE THEORY AND PRACTICE OF CONFLICT RESOLUTION THE BULLARD HOUSES General Instructions The Bullard Houses are situated on Bay Drive in Gotham City. Gotham has a population of 800‚000 within the city limits and 4 million including residents in the greater metropolitan area. The Bullard Houses‚ built in 1884‚ are located at the edge of Gotham’s historical district. "Houses" is a misnomer: they are actually a single structure of fifty-one connected brownstones on
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Summary of Negotiation The participants of this negotiation are Downtown Inc.‚ and myself as a representative of Jones & Jones. The situation is that Downtown acquired the Bullard property with the intent of preventing its destruction‚ and preparing it for sale to condominium developers. Downtown was able to relocate the majority of tenants‚ but legislation was passed requiring significant payouts to departing tenants. Downtown is facing a major issue of decreased cash flow while taxes are increasing
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strategy to help identify when‚ for what‚ and how we should negotiate. We consider a one-to-many negotiation problem such as a house-purchase process in which there is one buyer and many sellers. The alternatives are evaluated using multiple criteria‚ but only one criterion (such as price) is to be settled by negotiation. We use the Best Alternative To a Negotiated Agreement (BATNA) as a dynamic measure of negotiating strength‚ and develop a systematic quantitative iterative approach to assist in the negotiation
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What Issues are Most Important to You? Primarily‚ we must be absolutely certain that the Houses will not be destroyed. Commercial uses are unacceptable unless they are at least as tasteful as the Grouse proposal. Any uses that have the potential to generate bad press for Mallory or Myles is not a valid option‚ while good press is an added bonus. Giving James the potential of purchasing a refurbished unit is a plus as well. A secondary concern is maximizing the sale price‚ but only if the initial
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