Negotiation Case: Strategic Alliance 1

C Skills
Negotiation

INFORMATION KNOWN TO BOTH PARTIES

CARNE SANA, is a company dedicated to the sale of arracheras, beef chops, and other types of meat,
which has remained in the public's taste thanks to its high quality having daily sales of $100,000.00,
however, a few months ago its sales have dropped to $25,000.00 due to the fact that the meat it sells
decomposes very quickly, something that did not happen before, this fact has occurred due to the
separation that CARNE SANA, had with the company VIDA ÚTIL, owned by Mr. Germán Cabeza de
Vaca, who supplied the meat company with the preservative used for its product. This preservative kept
the meat fresh and in good condition, with a shelf life of 2 weeks without it losing its nutrients. The
preservative is made from natural plants that Mr. Germán has planted on his ranch, which after going
through an elaboration process produce a special preservative. It should be noted that the owner of
VIDA ÚTIL has the secret formula for this product since he personally carries out the production
process.
Cabeza de Vaca intends to negotiate once again with CARNE SANA and make a strategic alliance with
them, since the preservative that CARNE SANA currently uses has not given him very good results and
for which he pays $55,000.00 per month. Germán Cabeza de Vaca performs some actions of social aid
to several hospices, such aid consists of providing food to orphaned children and toys every January 6.

KNOWN USEFUL LIFE INFORMATION

Vida Útil is a company owned by Germán Cabeza de Vaca, a millionaire who owns this company for
fun, since he does not need it, as he has other businesses that bring him higher profits.
Another meat company has offered $1,200,000.00 for the formula and seedlings.
Germán Cabeza de Vaca knows that the formula and the plantations are actually worth $1,200,000.00.
Your objective in this negotiation is:
1. Not to sell the formula or the plantations, but if you decide to do so the price is $2,500,000.00, to get
more profit, however if you are offered the above mentioned it is good, but fight for much more.
2. If you continue with the company and enter into an alliance with CARNE SANA to continue selling it
the preservative, your upper limit is $75,000.00 and your lower limit is $55,000.00.
3. Search for the best advice.
Negotiation Case: Strategic Alliance 2
C Skills
Negotiation

INFORMATION KNOWN TO BOTH PARTIES

CARNE SANA, is a company dedicated to the sale of arracheras, beef chops, and other types of meat,
which has remained in the public's taste thanks to its high quality having daily sales of $100,000.00,
however, a few months ago its sales have dropped to $25,000.00 due to the fact that the meat it sells
decomposes very quickly, something that previously did not happen, this fact has occurred due to the
separation that CARNE SANA, had with the company VIDA ÚTIL, owned by Mr. Germán Cabeza de
Vaca, who supplied the meat company with the preservative used for its product. This preservative kept
the meat fresh and in good condition, with a shelf life of 2 weeks without it losing its nutrients. The
preservative is made from natural plants that Mr. Germán has planted on his ranch, which after going
through an elaboration process produce a special preservative. It should be noted that the owner of
VIDA ÚTIL has the secret formula for this product since he personally carries out the production
process.
Cabeza de Vaca intends to negotiate once again with CARNE SANA and make a strategic alliance with
them, since the preservative that CARNE SANA currently uses has not given him very good results and
for which he pays $55,000.00 per month. Germán Cabeza de Vaca performs some actions of social aid
to several hospices, such aid consists of providing food to orphaned children and toys every January 6.

INFORMATION KNOWN FOR HEALTHY MEAT

Carne Sana is seeking an effective negotiation with Vida Útil and is willing to pay up to $75,000.00 per
month for the conservator, however it knows it can seek a better price.
The lowest price Carne Sana can offer is $60,000.00, but try to make it less.
Your objective in this negotiation is to: 1. Search for the best price.
2. Try to buy formula and seedlings. To purchase the formula you have an upper limit of $2,000,000.00,
your lower limit is $1,000,000.00.
Negotiation Case: The right antidote 1
Skills of
Negotiation

The country is at war, as the Zapatista army has taken up arms to fight for their rights, however this has
caused food shortages in the territory as well as diseases that put the lives of individuals at risk.
A strange virus has spread in our country and has the peculiarity of attacking only men, causing the loss
of sight, leg movements and sensitivity, causing death, but to stop this virus an antidote has been
discovered, but to make it requires the juice of 5 tons of oranges.
You are part of the national army affected by this virus, within the group that you represent there are
100 soldiers already affected by this virus and that require immediate antidote to save their lives, if we
do not get the total of 5 tons, 50% of the infected soldiers would die.
In the country there are only 5 tons of oranges left, distributed as follows: you have in your possession
only two and a half tons of oranges, but you have learned that a group of people have another two and
a half tons, these people according to reports you have belong to the Zapatista army, the cause of the
disaster in our country.
You have decided to meet with the leader of the group of people to negotiate the two and a half tons
that they have, the meeting will take place this afternoon, you know in advance that the leader of this
group is a despot and arrogant person who only wants those two and a half tons of oranges to destroy
all possible cure and thus cause the death of his military.
They should choose a member of their team to conduct the negotiation.
Negotiation Case: The right antidote 2
Skills of
Negotiation

The country is at war, as the Zapatista army has taken up arms to fight for their rights, however this
has caused a lack of food in the territory as well as diseases that put the lives of individuals at risk.
A strange virus has spread in our country and has the peculiarity of attacking only pregnant women,
causing miscarriages and death, however to stop this virus an antidote has been discovered, but to
make it requires the juice of 5 tons of oranges.
You are part of the citizens affected by this virus, you do not belong to any Zapatista group nor much
less to the national army, within the group of civilians that you represent there are 100 pregnant women
already affected by this virus and who immediately require the antidote to save themselves and
therefore their future children, if we do not get the total of 5 tons, 50% of the infected women would die.
There are only 5 tons of oranges left in the country, distributed as follows: you have in your possession
only two and a half tons of oranges, but you have learned that the national army has another two and a
half tons.
You have decided to meet with the general of the national army to negotiate the two and a half tons
that they own, the interview will take place this afternoon, you know in advance that the general is a
despot who does not care about women because he is very macho and considers that women are the
weaker sex and do not deserve to live. They should choose a member of their team to conduct the
negotiation.
Negotiation Case: The Ideal Land 1
Skills of
Negotiation
INFORMATION KNOWN TO BOTH PARTIES TO THE NEGOTIATION

The cell phone company PAGO JUSTO, is dedicated to the sale of cellular equipment and
mobile radios location, so it seeks to expand its market to territories that are growing, one of
these territories is the city of VILLAHERMOSA, specifically the urban development CLUB
CAMPESTRE, which has been built a residential complex as well as a shopping plaza called
PLAZA CAMPESTRE that has made this part of the city one of the most visited areas of the city.One of these
territories is the city of VILLAHERMOSA, specifically the urban development CLUB CAMPESTRE, in which
a residential complex has been built as well as a commercial plaza called PLAZA CAMPESTRE, which has
turned this part of the city into one of the most visited and central areas. The company needs a large piece of
land to install a tower to provide a signal to people who decide to purchase a cell phone or mobile location
radios with it.
The land that the telephone company has considered is located precisely within the commercial plaza which is
owned by Mr. GASTÓN DE LA RENTA, a visionary businessman who likes to do juicy business and who
plans to put in this commercial plaza an automobile agency and a mechanic shop to service luxury cars, and he
is also thinking of moving his event preparation company to the plaza. There are 5 plots of land still unoccupied
and the measurements are as follows: Plot 1: 120 mts2
Plot 2: 60 mts2
Plot 3: 105 mts2
Plot 4: 60 mts2
Plot 5: 85 mts2

Physical distribution of land:

Plot 1: Plot 2: Plot 3: Plot 4: Plot 5:
120 mts2 60 mts2 105 mts2 60 mts2 85 mts2

It should be noted that plots 4 and 5 are located well inside the plaza and access to them with vehicles is almost
nonexistent.

INFORMATION KNOWN ONLY TO GASTÓN DE LA RENTA

You are a person who wants to do business in the land that remains in the commercial plaza, so you have
already heard offers from some companies dedicated to the sale of cellular equipment and radiolocators, these
companies are of great prestige, however you know in advance that doing business with the company PAGO
JUSTO, will bring you great benefits as it is the most important in its field.
You need only 3 plots of land to install the business you have in mind, the surface you require is 285 mts2,
however you can adjust those meters to 250 mts2, although you want plot 1 within the ones you are going to
occupy since it is one of the best located.
You are willing to negotiate with Fair Payment but don't forget the following:
1. The rent for lot 1 is $35,000.00
2. You need a communication system to keep your employees under control.
3. You should listen to the proposals or make some requests.
4. You can rent the land for up to $28,000.00 because you know that this is enough.
5. You should try to get Fair Payment to sign at least a 5-year contract with you,
6. Your objective in this negotiation is: TO RENT LANDS 4 AND 5, WHICH ARE VERY HIGHLY PRICED
OR IN THEIR DEFECT RENT LAND 1 AT THE BEST PRICE AND GET FAIR PAYMENT FOR
Negotiation Case: The Ideal Land 2
Skills of
Negotiation
CONSECUTIONS.
Negotiation Case: The Ideal Land 3
Skills of
Negotiation
INFORMATION KNOWN TO BOTH PARTIES TO THE NEGOTIATION

The cell phone company PAGO JUSTO, is dedicated to the sale of cellular equipment and mobile radios
location, so it seeks to expand its market to territories that are growing, one of these territories is the city of
VILLAHERMOSA, specifically the urban development CLUB CAMPESTRE, which has been built a
residential complex as well as a shopping plaza called PLAZA CAMPESTRE that has made this part of the city
one of the most visited areas of the city.One of these territories is the city of VILLAHERMOSA, specifically the
urban development CLUB CAMPESTRE, in which a residential complex has been built as well as a commercial
plaza called PLAZA CAMPESTRE, which has turned this part of the city into one of the most visited and
central areas. The company needs a large piece of land to install a tower to provide a signal to people who
decide to purchase a cell phone or mobile location radios with it.
The land that the telephone company has considered is located precisely within the commercial plaza which is
owned by Mr. GASTÓN DE LA RENTA, a visionary businessman who likes to do juicy business and who
plans to put in this commercial plaza an automobile agency and a mechanic shop to service luxury cars, and he
is also thinking of moving his event preparation company to the plaza. There are 5 plots of land still unoccupied
and the measurements are as follows: Plot 1: 120 mts2
Plot 2: 60 mts2
Plot 3: 105 mts2
Plot 4: 60 mts2
Plot 5: 85 mts2

Physical distribution of land:

Plot 1: Plot 2: Plot 3: Plot 4: Plot 5:
120 mts2 60 mts2 105 mts2 60 mts2 85 mts2
It should be noted that plots 4 and 5 are located well inside the plaza and access to them with vehicles is almost
nonexistent.

INFORMATION FOR TELEPHONY FAIR PAYMENT

You need to acquire land number 1 at all costs because it is the one that suits you, since the others do not meet
the expectations you are looking for, since you need a 120 sq. mt. lot because the transmission antenna is very
large and requires space for the company's trucks to enter to provide constant maintenance to the antenna.
In a given case you could adapt the antenna to 85 mts2, but it is not the most adequate.
You have the following amounts available for negotiation in this operation.
1. Your initial position or bid is: $25,000. 00
2. Has a maximum cap to offer: $35,000.00
3. May offer a lower amount and some concessions for Gaston de la Renta.
4. Your objective in this negotiation is to obtain land 1 at the best price.