Negotiation Logs 4 5 6

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Apr 3, 2024

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Justin Espinoza BLAW 453 Negotiation Tue/Thu 2:00-3:15pm Negotiation 4 Partner (Tsukiyama, Tiffany) It was very important to me that in my negotiation plan I had all the available numbers like total price with features and without while understanding that my absolute priority going in was that this car was one that worked the best for my family, so I had to come to an agreement. The price of the car with all the features that I wanted would have cost $45,445 before taxes and the total amount after the bank financing and trade in that I could afford was only $37,000. Knowing this I planned to forgo bargaining over the interest rate and employ tactics to get as much money through financing from the dealership, to cover the expenses. Leveraging both that I was interested in other parties and my bank’s offer would be important in achieving the value I was seeking to get from the dealer. I felt as though I used the information you gave to an extent but came up with some creative solutions that allowed me to make the negotiation favor my goals better. I listed a high FICO score for Tiffany to consider looking at, which would validate the higher loan amount that I was looking to achieve here and prove to the dealership that I was a good loan borrower. Additionally, and probably the most important thing I added was that I told Tiffany (my partner) I had researched other financing options like my bank’s offer of $22,500 but included additional loan amounts and interest rates from different firms. The leveraging here was not just for my benefit however as I used a concept from Getting to Yes about looking for mutual gain when deciding if I should discuss outside financing options. After consulting Tiffany about my interest in looking for other options, I proposed my willingness to stay and finance through them if I could only get a loan amount that allowed me to get the car. The mutual benefit came in when I used the idea that she would get commission on securing my financing through the dealerships. Page 1 of 9

I feel like improvements could have been made in several areas other than the loan amount I was so focused on getting from the beginning. I neglected trying to even bargain over the other features of the car like the entertainment system or the tow hitch with Tiffany even though I noted them down in the written preparation. Failing to recall the written preparation during this was not detrimental as I was able to bargain over other things, but it could have been better if I consulted the plan. Tiffany had some pretty good preparation for the material she was given regarding the things she was able to personally approve of while maintaining that she could assist me. Her responses with the improv FICO score and loan numbers I included were great as she really had no way of knowing I would discuss those things. The biggest thing that she brought to the table is that she tried her best to be sincere in knowing my interests, which seemed to be a big concept in Getting to Yes. Whether it was subconscious or not, her remembering why I was interested in the car and using details about my family’s needs for a vehicle of its caliber, gave me a sense that she could be more human than the typical salesperson many assume live at dealerships. I think she could have improved her personal knowledge of the car buying process through some outside research other than what was given in the instructions. Some simple things like MSRP and the invoice price would have done well in that regard and though she disclosed this information outside the negotiation before we even started, it might be better to not tell the opposition weaknesses before the bargaining begins. Looking for mutual gain was important from Getting to Yes, but that was only because of another part of the book that involved trying to find a win-win situation for the two parties. This has mostly been a technique that I have tried to employ in all the negotiations we have done, but I feel like this was the most intentional. In the Negotiation and Conflict Resolution textbook there is a section that discusses two important things should be included in and those are Page 2 of 9

knowing your target price as well as your walkaway terms. That target price for my case involved getting enough in loans to cover the car after taxes which was going to be under $50,000 on a high end, while my walkaway was any loan under 30,000 as that would not allow me to purchase the base vehicle. I do regret not really preparing a BATNA for this negotiation as my terms only consisted of get what I want or walk away, but I do not know if preparing to not actually reach an agreement could be considered a BATNA on its own. Having a better BATNA could have allowed me to get more value from the car through additions or if I did not achieve the target loan amount, I could have tried to get a cheaper price on the vehicle. Negotiation 5 Partner (Tulli, Anna) For the first part of the negotiation where it was trying to get the raise of about $12,000 to $15,000, I had a few options that I thought might help me in the planning stages. Convince the boss that I had made a significant impact on the organization was a factor that probably would have helped my cause and while I made up some random ideas of things that I could have possibly done as a man in this position, I didn’t have any specifics about the company to prepare good data. A large element that gave me some legs to stand on was that I had been excluded from the bonus check at the party recently, proving that the company sees me as management, so I had the ability to come into the meeting showing that I deserve to be paid for my position. I thought that my plan to stay strong with my position was an important part of the argument that I went into, as I took the fact that I had gotten no significant raise over a three-year period and believed that my roleplay was that of someone who was a pushover. What I did well was cover the general information that I wrote down in my preparation about telling the boss what I have done for the company and discussing the bonus check I did not receive at the party. The choice to be tough resulted in me deciding that for my best interests as a human being with some common decency, I would submit my two weeks after the meeting ended and we did not Page 3 of 9

reach an agreement. My largest mistake that can be improved here is that I wish I could have had the inventive mind to produce some real figures or proof that I had done anything significant for the company to provide to my partner. She had asked me for what I could show her that would prove my claims and I had nothing with me, so the negotiation fell apart from there for me. Anna stuck to her role as the tough negotiator very well, not allowing me any mistakes or lapses that she did not take advantage of. She mentioned reasons that made my lack of preparation evident and showed I underestimated how much information I should try and gather outside of the instructions. Some of these things included bringing up that no more than three days before we had agreed on a salary increase, wanting the proof of what I have done for the company, and telling me my lack of experience in this position was a major factor in the salary decision. Not much was wrong here, but if there was one thing that she could have improved was to make the number of years I had to work to get the raise much lower. The moment I heard that this boss that refuses to give me what I deserve wants another two to four more years of service out of me before I get that jump in pay, I immediately decided I would be leaving the company. When the roles were reversed and I was the boss that had to talk with Anna (my partner) about her salary increases, I tried to follow a plan that made me the fair negotiator. Though the raise increase could have been minimal, I planned that if I just actively listened to them explain why they deserve a higher raise and what it should be, then anything they offer could work. I put my current limit at $10,000 even though the money figure was not a concern as anything more than that without further proof of improvement in the Top Flite line would not be realistic. After that preparation going into this second role, there were a few things that I believe I did well for the event itself. Active listening, which was an important concept we went over in class and even read about in Getting to Yes, and I used it well here mixed in with different areas of the ZOPPA strategy. I asked Anna what she thought she should receive a significant raise Page 4 of 9

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