been relocated by your employer to a new city for an assignment that will
probably last for two years. You do not want to sell your home – a
four-bedroom, two-bath Tudor – so you decide to rent it. A friend of yours in
real estate has a potential lessee for you to meet. He is a 30-something single
doctor beginning a two-year residency in the local hospital. You have some
concerns about a single guy living in your house and taking care of it the way
you would, but you agree to meet with him and possibly negotiate a lease. You
must address the following:
Describe the interested parties and their prospective goals in this
Analyze the parties’ dependencies and motivations and propose four options
in this negotiation so that all parties’ goals are met.
Discusses a bargaining behavior of a skilled negotiator that would be most
advantageous to you in this negotiation.
Explains why collaboration is the only bargaining style applicable to this
negotiation, and identify the collaborative goals.
Identify if any of the participants entered the negotiations with a
cognitive bias. Discuss the implications.