1. Negotiation Paige Turner – Bestbooks Case

2. Paige Turner – Best books • Contract negotiation between an author and a book company. • 8 issues to negotiate over. Point totals are on the back. DO NOT TALK ABOUT POINTS, but realize that you want to maximize your point value. • You have 30 minutes to reach an agreement • CORRECTION: Bestbook’s point sheet has wrong header, rest of the page is ok

3. Solution • What is the max point value for Turner’s Agent? • What is the max point value for Bestbooks? • Who has the highest point total?

6. Issues • Fixed Sum: distributive, best thing to do is trade off • Variable Sum: integrative, potential to optimize mutual gain. Gaining information from each other would lead to both sides getting maximum amount of points. • Compatible: integrative, both sides have the same interests

7. Splitting Bestbooks 20300 Turner 20300 Total 40,600

8. Least Optimal Bestbooks 16500 Turner 12,500 Total 29,000

9. Optimal solution Bestbooks 24100 Turner 29100 Total 52,200

10. Takeaway • Identify people’s needs and wants as well as your own • Realize when there is potential for an integrative solution