While browsing at a local artisan and antique fair, you spotted the item for which you have spent years searching! As a child, a distant relative bequeathed to you a sliver tea service that, in its complete 4-piece setting, today may be valued as high as $10,000-$12,000. Unfortunately, your set is not complete. You have the pot, the coffee pot, the "creamer", and some spoons, but NO SUGAR BOWL. You have had this (incomplete) setting appraised, and though the appraiser was excited and rated your tea service as "SUPERIOR". he suggested that the best value was in the full set, and that individual items and incomplete sets were perhaps 20-25% less valuable. He indicated that you might be able to sell your items through an antique consignment shop for $4,000-$5,000, and through an auction house perhaps $6,000 (though they tend to be less interested in showcasing incomplete sets) With the sugar bowl, you might be looking at netting $8,000 to $8500 at auction.

You examined the sugar bowl very carefully and are absolutely certain that this is your piece! It clearly states, "Langlands- Newcastle- Reginald" on the bottom, which matches the artist, the location and the setting style of the piece (circa late 1750's). Paul Langlands was reputed to be a highly skilled English craftsman, and this was a part of his Reginald collection. You are absolutely certain that this is the piece you need.

You've searched for this bowl on the Internet and in specialty magazines. As luck would have it, the Sugar Bowl seems to be the hardest piece to find. You've been you've seen wide-ranging appraisal listings the Sugar Bowl individually at $300 to $1000. But until now it has been impossible to find the item for sale on its own. Buying the item as part of a larger set makes no sense to you since you already have the other three pieces.

As you scan this vendors table, it appears that this is not part of a set and is indeed on its own! You realize that you must seize this opportunity. Based upon the appraisal, you could pay up to 2500 for the piece and still show a net gain, and your completed set would be much easier to sell. You realize that it may be many years if ever before you might happen upon this individual piece again, and you ideally like to complete your four-piece set so you can put it up for sale as soon as possible. You have $3000 in your checking account, and if necessary, you could get a certified check drawn up this afternoon.

This vendor has seen your interest in the piece and will likely be coming to speak with you about it. It's undoubtedly for sale, but on its own, or only as a part of a set? And at what price? You know that prices at antique shows are generally negotiable. So how much difference will there be between the sellers initial price and the true price

1)What is my overall goal in the negotiation? Why is this my goal? (4 pts) 2) What issues are most important to me in reaching this goal? Why are these issues important? (4 pts) 3) What is my BATNA? How did I come to this answer? (4 pts) 4) What is my RP? How did I come to this answer? (4 pts) 5) What is the most likely price? How did I come to this answer? (4 pts) 6) What is my stretch goal? How did I come to this answer? (4 pts) 7) List some approaches or strategies that you might use during the negotiation to help you develop the desired products and why you chose them. Remember that, because negotiation is a dialogue, not a monologue, no one approach will necessarily be appropriate. Be prepared with a range of approaches. (8 pts)

Whom are we trying to influence? If different, who is the decision maker? (1 pt) 2) What is the primary decision they see themselves facing? (3 pts) 3) From their perspective, what are the pros of that decision? (3 pts) 4) From their perspective, what are the cons of that decision? (3 pts) 5) Question: Shall I (we) (from the primary decision above): a) What are the favorable consequences of saying yes to that decision? (3 pts) b) What are the negative consequences of saying yes to that decision? (3 pts) c) What are the favorable consequences of saying no to that decision? (3 pts) d) What are the negative consequences of saying no to that decision? (3 pts) Consider your first yes-able proposal that you will make. Even if your yes-able proposition meets the target decision makers interests, that decision maker might face restraints on his or her choice to say yes because of criticisms from third parties and/or constituents. 6) If the target decision maker agrees to our proposal, his worst responsible critic (one whose opinions cant easily be ignored) might say: (3 pts) In order to persuade our target decision maker, it is useful to draft a possible response to that criticism. 7) Our target decision maker can respond persuasively This is the best decision for us because: