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Negotiation Process and the Bargaining Zone

Please see the attachment for the case study in question. After reviewing the case study, consider the following:

1. Before and during the negotiation, what specific strategic information does Elizabeth need to discover?
2. Based on the negotiation process, what is the bargaining zone for the upcoming negotiation?
3. What is Elizabeth's position, and Rafael's anticipated position?

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1. Before and during the negotiation, what specific strategic information does Elizabeth need to discover?

The Negotiators are:
· Nate Demolick, Gallant's editorial director
· Alyssa Lah, the vice president of sales

However, Nate has asked Elizabeth for help, but Nate and Alyssa do the actual negotiating (via e-mail and then about a 2- hour face-face meeting).

Therefore, although Nate e-mailed Elizabeth for help, she will not be there during the negotiating between Nate and Alyssa. Therefore, if Elizabeth decides to advise Nate, she will need to consider specific strategic information (mainly from prior experience that we do not know and Nate's list of comments that he had e-mailed to all editorial staff including Elizabeth). It sounds like she ONLY has a short time ("Please write back soon ?I'm supposed to begin e-mailing Alyssa shortly") - few minutes to consider this strategic information. Some of the possible strategic information that Elizabeth could consider while advising Nate below is presented below, following final comments.

2. And based on the negotiation process, what is the bargaining zone for the upcoming negotiation.

Alyssa gave her fist offer to Nate by email (January 21, 2002 6:38 pm):
"I'm very busy, and I don't have a lot of time to waste regarding this issue. I believe it is simple. There are 6,000 square feet at stake here, and sales is clearly entitled to 4,000 square feet of that space. (First offer)."
Nate (January 21, 2002 6.38 pm) responded to Alyssa by e-mail with this:
"I really think we can agree to a fair and equal (thus, 3000 square feet) division of the office space we will be sharing."

Therefore, Bargaining Zone -- the range between the Alyssa's first offer (4000 square feet) and Nate's call for "equal" space (3000 square feet). This is a positive bargaining zone. The overlap is the bargaining power - that of 1000 square feet.

3. What is Elizabeth's position, and Rafael's anticipated position?

The Negotiators are Nate and Alyssa, and Nate has emailed Elizabeth for advice. Elizabeth is an editorial employee and presently occupies a small office.

In regards to Elizabeth's position, the only information about Elizabeth's position is that her opinion is included in the two lists compiled by Nate. Mainly, Elizabeth and the rest of the editorial employees had the opportunity to provide feedback to Nate (via sending Nate her opinion) from which Nate compiled two lists: "what you believe we need to do our jobs" and the second list "showing what you all believe sales will want from this negotiation."

So, Elizabeth's position is included in the two lists compiled by Nate below - part of the opinions of the Editorial team:

The first is what you believe we need to do our jobs.

- Editorial should fight for the library, since we need the storage for all of our reference materials and back issues of our magazines.
- Editorial team members should not be forced to share cubicle spaces, because we need peaceful work environments, as well as space for page proofs, computer equipment, and informal meetings with magazine ...

Solution Summary

This solution of over 2000 words explains the negotiation process in terms of a case scenario, looking at the strategic information needed before and during the negotiation, as well as what the bargaining zone for the upcoming negotiation would be. This also includes a few references throughout.

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