MGHB02H3 : The Sluggers Come Home Negotiating Video
29 Apr 2011
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S their batna: to sell the curry field to the city of morgan hills. N support of the community (including mayor bob) If they dont get an offer that meets their cash flow requirement of 000, theyll walk away: barbara. S she started the negotiation with an overconfident and adversarial us vs. them attitude. S she was planning to walk away if she gets a ridiculous first offer. S ;asked barbara the kinds of concessions she did, her ticket price, and her total attendance (which she did not give). S ;maintained composure and avoided overreacting to barbaras surprise to their initial offer of 000. S ;gave barbara valid reasons to value the field highly. S ;their anchor of 000 held for most of the negotiation period. S ; tried to adjust barbaras frame by getting her to look at the net figurelthe difference between gate receipts and the lease price.
