threat
There are two other companies interested in the place and they won’t sell it if there is no suitable place to move.
Emutral Hostel
It’s located in the central area of the city and it close to transportation center. It’s suitable for an office building. weakness its financial condition is not very well and it’s impossible for them to move opportunit There are two other companies ies interested in the place threat It’s worth only $125,000 in the local agent of real estate, the income isn’t ideal. strengths
• • • • •
易欣凯——Wilson-the buyer 方春林 罗伽意 陈婷婷 孙秦波
Our goal
the best goal:spend $250,000 in purchasing Emutral Hostel in the shortest time. actual goal:spend $300,000 in purchasing Emutral Hostel in the shortest time. the lowest goal:spend $350,000 in purchasing Emutral Hostel in the shortest time
Fiom line: strictly grasp the magnitude of the final compromise, raise the final offer in the appropriate time. • Make an agreement: Clear the final outcome of the negotiations and sign a contract.
Agenda
Negotiation time :On July 3, 2013 Negotiation site :B312 Agenda for the first time : Seller’s core interests: ask the other side to lift to buy their hotel with a high price. Buyer's core interests:bid with the lowest prices in order to improve the building profits,
Background
Emutral Hostel
Emutral Hostel provided service particularly to young people aged from 18to 25, who needed kind help during their study. However the location of the hotel was not suitable for the purpose because it was in an industrial city close to transportation center. Therefore, the hotel was considering leaving the city and moving to a quiet community. Now the problem was that moving was basically impossible financially.
Our company
• Wilson’s company was a building contractor , and it was a company with high credit . • They are looking for a suitable location for an office building in the central area of the city. They heard from private source that Emutral had the intention of moving away from the city. The present location of the hotel was ideal for their purpose. The company entrusted Wilson to be responsible for the transaction.
Strategies
opening strategy: Emotional communicative strategy: Before the negotiation,we’ll talk about something that have nothing to do with the negotiation to relax the atmosphere in the harmony atmosphere, we will create a mutual benefit business model.
SWOT analysis
Swort 分析 Our company
strengths
weakness
High credit, financial condition is well
the requirements of office building are high,and the hotel is suitable for us. opportunity In order to achieve large revenues, they must move out of the area.
Crisis
• In the negotietion, if they refuse our proposal, resulting in deadlock.we should adopt a calm and rational manner, in the case of avoiding quarrels, coordinate the interests of both sides. We can take appropriate concessions. • We should develop multiple quotes plan, if the other party does not accept our offer, we determined not to give in yet, you can take another effective alternative, but this alternative must not only effectively protect their own interests, but also taking into account each other's interests and demands, thus breaking the deadlock.
Middle stage
• Layers forward at every step:raise skillful that sales of hostels is nothing but good, easy to difficult, step by step to fight for the interests for both sides. cherish every concession. During the negotiations, we must insist on mutual benifit and try to meet both sides’ requirements in a best way. • highlight our advantage: Emphasize our agreement will bring benifits for them. • To break the deadlock: use Diversion strategy to break the deadlock.