Background information: Hotel Sale

The buyer: Wilson 1. Background

The company Wilson worked for was a construction contractor that had a high engineering quality and good reputation, thus it was a very famous constructor in local area. Recently, the company had contracted some projects of office buildings. These projects had very limited time and should be located in the downtown with convenient traffic. However, there was no empty space in the downtown for such projects unless somebody was willing to remove from here. Through private channel, they heard that a hotel called as Elmutel with the intention to remove and the site of such hotel was just suitable for the site requirement of Wilson’s company. The board of directors of the company immediately decided to dispatch Wilson to negotiate about this transaction, because he was an old hand with rich experience in negotiation. 2. Negotiation Preparation

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Four students form one negotiation team, in which, two students represent the seller while the other two represent the buyer. After carefully reading the background information of the party they respectively represent, partners have clear staffing and discuss tactics. The negotiation period is 8 minutes. The following several points are for reference purpose:

(1) Do you want to achieve a win-win result? If so, what are you going to do?

(2) Analyze the benefits of negotiator parties and find the common benefit or complementary benefit of

parties.

(3) Determine the primary bid and bottom line price of the opposite.

(4) If the negotiation with the opposite is at a stand, do you plan to consider other proposals or choices?

What are other proposals or choices?