IN Class Assignment 3
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IN Class Assignment# 3
Name: Sandiep Rijal (301301704)
1. Provide the BATNA for Keith and the BATNA for Rick.
BATNA FOR KEITH: If the seller, Keith, can't sell the piano to Rick, he might sell it to someone else for at least $400 or decide to take it with him when he moves.
BATNA FOR RICK: If Rick can't get the piano from Keith, he might look for another piano he can afford or keep his money for something else.
2. Which strategy should have been employed by Keith and by Rick? Why?
Keith should employ a strategy of addressing the cost and struggle of moving the piano, highlighting its value, and by accepting a valuable lower price to avoid the shipping cost.
Rick should employ a strategy of showing interest in the piano and also expressing lower budget, knowing the fact that Keith needs to sell quickly due to the sudden move.
3. Based on the information in the case, what is the resistance point for both parties?
Keith's resistance point might be around $400, as he stated he wouldn't sell for less than that.
Rick's resistance point is $700, as that's the amount he can afford to invest from his tax refund.
4. How could advance planning helped Rick obtain the piano at his desired price? (4 marks)
Rick could have researched the market value of similar pianos and compared them to Keith's asking price to determine a fair offer.
He could have prepared for counteroffer to Keith's points about the cost of moving the piano to negotiate a lower price.
5. Name one tangible and one intangible factor of this negotiation (4 marks)
Tangible factor – The piano's physical condition and its market value.
Intangible factor - Keith's emotional attachment and sentiment because of selling piano due to move.
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