You must answer the following questions:

1. What is your thinking style preference form – monarchic, hierarchic, oligarchic, anarchic – and what is your thinking style scope – internal, external?

Attach copies of completed Sternberg-Wagner Thinking Style Inventories.

2. Are your thinking style preferences – form and scope – optimal for conducting this negotiation?

Explain your answer.

3. What adjustments (if any) could you make to adapt to a more optimal thinking style for this negotiation?

4. What is your client’s BATNA? What is your client’s reservation value?

5. What is the other party’s BATNA? What is the other party’s reservation value?

6. What is the ZOPA range? What is your strategy for claiming the greater proportion of the ZOPA?

Include at least fifteen academic references in your answers to the above questions with a minimum of five references coming from academic journals.

Stage 2: Negotiation

You must:

1. Enter negotiations with your counterpart for the sale and purchase of the commercial asset;

2. Maintain a communications log that captures the date, method, items discussed, and outcomes of each communication.

Attach copies of any communications that confirm agreed price.

Stage 3: Post negotiation

You must prepare a 1 page letter to your client advising the outcome of the negotiation.