MGMT20011 – Business Negotiations

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MGMT20011 – Business Negotiations

CASE I:
1. What is your walk away point? How did you come up with that?
The walk away point, also known as the reservation value or reservation price refers to the
least favorable point that either party in a negotiation can accept. Depending on whether the
negotiator is a seller or buyer as well as the nature of the negotiation (whether integrative or
distributive), the walk away point would mean the minimum price that can be offered or the
maximum amount that can be offered, respectively. In this case for example, the reservation
value can be thought of as the maximum amount I am willing to invest in the business venture
i.e. $30,000. Anything more than this was unfavorable to me. The walk away point was obtained
through wide research on the prerequisites for starting the catering business. Other than the
capital, there are other financial and advertising expenses which I can take care of if Martin
agrees to contribute more.

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MGMT20011 – Business Negotiations
Final exam
Length: 1,750 words
Weighting: 50%
Submission: Via Turnitin under the “Assignment/Exam Submission” folder
Remember that you need to work on your exam independently. Any collaboration of the
final exam constitutes cheating.
The weighting for each question appears at the end of the relevant question.
For the following use EXAM CASE 1:
1. What is your walk away point? How did you come up with that? (5%)
2. What is your target? How did you come up with that? (5%)
3. What criteria would you use to assess the outcome of the negotiation when it is
over? How would you judge success? (10%)
4. What is your strategy for claiming value? Discuss specific actions you will take, offers
you will make, and tactics you will use. Be sure to justify your responses. (15%)
5. What is your strategy for creating value? Again, be explicit about specific actions you
will take, offers you will make, and tactics you will use. Be sure to justify your
responses. (15%)
For the following use EXAM CASE 2:
6. What is your walk away point? How did you come up with that? What will happen if
you walk away? (5%)
7. What criteria would you use to assess the outcome of the negotiation when it is
over? How would you judge success? (10%)
8. Please describe what you believe are the interests, rights, and power of both you
and Martin, and how you might resolve this dispute effectively? (15%)
9. During the process of resolving the dispute, you realise that you can get leverage
over Martin if you were to get the other employees at the restaurant on your side.
However, you also know that Martin knows the same thing and might try to get the
other employees to turn on you.
a) Should you form a coalition with the employees against Martin? Who should you
align yourself with and why (i.e., what are you looking for in a coalition partner)?
(10%)
b) How can you block the Martin from forming a coalition against you? (10%)

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MGMT20011 – Business Negotiations

CASE I:
1. What is your walk away point? How did you come up with that?
The walk away point, also known as the reservation value or reservation price refers to the
least favorable point that either party in a negotiation can accept. Depending on whether the
negotiator is a seller or buyer as well as the nature of the negotiation (whether integrative or
distributive), the walk away point would mean the minimum price that can be offered or the
maximum amount that can be offered, respectively. In this case for example, the reservation
value can be thought of as the maximum amount I am willing to invest in the business venture
i.e. $30,000. Anything more than this was unfavorable to me. The walk away point was obtained
through wide research on the prerequisites for starting the catering business. Other than the
capital, there are other financial and advertising expenses which I can take care of if Martin
agrees to contribute more….

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