Question

please answer the five questions in the photo:

..Il Verizon 7:27 PM 92% ch5.pdf LEARNING EXERCISE: UNHAPPY CO-OWNERS The purpose of this exercise is to apply the five negotiation skills presented in this chap ter to an actual negotiation situation. You have inherited from your parents half of an undivided interest in a summer home with some prime acreage on a nearby lake. Your Co-owner was your father's friend and partner in a number of enterprises. For years your two families have shared this summer house on alternating weekends and how days without any problems. Your co-owner, however, is ready to sell the property and believes someone will buy it to redevelop it from a summer cottage to four upscale vacation homes. You are not interested in selling, but are willing to buy out your co- owner at the current fair market value. That value is considerably less than your co- owner believes the property is worth. When you can't reach agreement, your co-owner simply sells his interest to a third party, who may or may not be the potential developer This new co-owner tries to buy you out, and when you refuse he begins to make changes to the property without consulting you. When you complain, he threatens to petition a court to force the sale of the land-which would mean both of you would lose control, which he thinks you are not willing to allow. You decide to try to nego tiate a deal so you can continue to use the property as you did when you were grow- ing up. In order to do so, your co-owner will have to shelve any improvement plans he has for the property Apply the chapter negotiation skills as you answer the following questions Skill 5.1. Assuming your BATNA is letting a court sell the property, can it help you reach an agreement? Why or why not? Skill 5.2. What are your power sources and your co-owner's power sources in this negotiation? How can you strengthen your power position? Skill 5.3. Can you present a logical and an emotional argument to persuade your co-owner to agree to a deal? Skill 5.4. What nonverbal communication technique might you use to persuade your co-owner that your proposal is a win-win proposition? Skill 5.5. What threat can you make to force your co-owner to make concessions?

Answer 1

5.1. It is not possible to reach to an agreement. The other party is not willing to negotiate. In such situation the concerned person needs to surrender his interest. The co-owner has evil intentions. So it is difficult to make agreement with him.

5.2. Both are protected by laws. So there is no fear of losing anything. If fair deal is not possible, then there would be legal issues. With the help of law there would be a fair partition and both the parties would get their right portion.

5.3. A logical argument can be presented and the co-owner should be tried to make understand the sentimental issues related to the property. The attitude of the co-owner suggests that he will not easily cooperate and naturally it would not work. But such steps can be taken.

5.4. The facial expression should not be helpless. There must be the reflection of the strong determination. He should have sufficient confidence level and this confidence level must be reflected in his face.

5.5. Here the co-owner should be threatened legal issues. Legal steps can be taken against him. Such step can frighten the co-owner.