Robert (Easterly) vs. Vavsha (Brims): For the sake of this report, please allow me to use the names in () as the negotiating parties.
Both negotiators exhibited good interaction skills by asking a bunch of open-ended questions. The tone was soft and welcoming and despite the fact that Brims was supposed to be seen as a potential business detractor for Easterly, the toxicity of the situation was barely evident in the negotiations. For example, Easterly asked Brims earlier in the negotiations “I realize your coffee shops are fairly large and well spaced. How do you plan to utilize this small parcel?” It was important for Easterly to know early in the negotiation how deep Brims plans were and most notably how it was going to rearrange his BATNA. Also towards the end, Easterly threw in the most important question: “What will it take to buy ...view middle of the document...
However, Brims used a little bit of “dirty tricks” by not fully showing the cards in her hands. I actually felt that she let Easterly think that she did not know of any major disadvantages of doing business on that piece of parcel. Therefore before reaching the negotiation phase of talking prices, Brims knew why that piece of land was bad for both her and Easterly, understanding the desperation level for Easterly. On the other hand, Easterly did not know how desperate Brims were to sell that piece.
Please give examples of how the parties created options. The parties did not create many options. In fact, the only option on the table was a buy-sell option. However, after reaching an agreement, I applaud Easterly for introducing an option that would enable Brims to set up a bistro in his Inn. This will not only savor their relationship, but would easily introduce a win-win business venture for both parties.
Both parties waited patiently for their turn to speak and even though we were missing visuals signs, it was evident that the negotiators were not rehearsing their next line as the other party spoke. They both repeated the others offer to make sure that they got all the details of the agreements (although they were not many) and summarized the deal succinctly.
They both did a wonderful job in pushing forward their interests and agreeing on a deal quickly. Brims ended up selling the parcel for $165,000, making something out of a situation that may have easily gone south. On the other hand, Easterly was able to not only acquire an extra asset but eliminate a potential business slayer. However, I think more options would have made the deal sweeter. It felt like they decided to split the orange! The offer that came after the agreement about a Bistro would have well been part of the pre-agreement options. That would have possibly opened up different conversations and possibly change the outcome. I was honored to be your observer and significantly pick-up useful tips from both of you.