Aryn Amber Pipkin (Walters)

BIENDP - 740 - Final Reflection Paper

December 8, 2015
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Before taking this class, I gave very little thought to negotiation with my only strategy being

what I needed and how I hoped the negotiation would end. I had no process in-between,

nor did I realize that I needed one. If I was lucky, I got close to what I wanted in

negotiations, but most of the time I failed miserably. In this analysis, I will discuss my

experience, triumph, and errors, with my first negotiation using stages of the negation

process. I will discuss strategies that worked as well as strategies that I still need to improve.

GOALS FOR CLASS

I did not know what to expect in this class, but I knew that negotiation and strategy

intrigued me. Negotiations are necessary for everyday life. It is a skill that can be useful in

most realms. Before class one of my weaknesses was that I was a “people pleaser”. My

target point did not matter to me as I felt my job was to make other people happy. I would

often take far less than what I, or items, were worth because I did not know how, or did not

feel I could, ask for more. Although that had prevented me from complete negotiations, I

also knew I had strength. I have a Masters in Social Work, and so I am a great active

listener, know how to ask open-ended questions, and keep my cool when responding. This

comes in very handy when getting to know the other sides BANTA and working out a good

deal. There were several primary goals that I wanted to get out of class:

• Strategy: I wanted to know how to plan for negotiations and build a relationship

with the other side.

• Tools: I wanted to learn if there were certain things I could say or do to get what

I wanted.

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• Tactics: Being prepared with great responses and rebuttals was something I was

curious to learn.

ANALYSIS OF THE PROBLEM

My negotiation begins with the first Wisconsin snowfall in our first home; that was not an

apartment. It was not until the snow arrived did I realize how long our sidewalk was or the

astronomical amount of time it would take to shovel. I also had a shoulder injury that

would become irritated every time I attempted to shovel. We needed a snow blower, but

snow blowers are expensive. We had just spent the last of our savings for repairs to my

Camry. Without money or a snow-blower the long, and sure to be snowy, Wisconsin winter

was beginning to look bleak.

SELF-ASSESSMENT

• IDENTIFIED THE PROBLEM: I could not shovel my sidewalk by hand because I

had a shoulder injury and it would have taken a long time.

• ASPIRATION POINT: I needed to get a snow-blower. It needed to work well, and I

needed it at a price I can afford.

PREPARATION

In class, I learned that Information is an excellent tool. A prepared negotiator has a better

chance of winning. I needed to find out more information about snow-blowers, what kind of

snow-blower would be best for me, how much do snow-blowers cost, how many available

are for sale, what does the Craigslist bartering section consist of, and what are some things

that I own which I could barter.

TARGET POINT. One strategy I learned in class was about Target Points. I looked in

store ads and online for new and used snowblowers. From my research, I narrowed down

what I wanted: A used snow-blower with no major mechanical problems. I wanted the

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snow-blower to have a Ahren’e engine and would cost between $400 and $800. I wanted to

find something that I already owned in that price range to trade.

RESERVATION POINT. I knew there was a chance that I may not get what I wanted.

In this case, I had to think about alternatives, or rather what is the “lowest I would go.” This

strategy works well for bargaining.

• GENERATE CREATIVE ALTERNATIVES: I could ask to borrow a snow-blower

every time it snows, or I could look on Craigslist and barter for one.

• EVALUATE THE CONSEQUENCES: If I continually requested to borrow a

snow-blower I could ruin the relationship I had with my neighbor. If I trade on Craigslist, I

would need to find something I could barter. If I did nothing, my shoulder could get injured

again from shoveling.

• MAKE TRADEOFFS: I did not want to hurt my cooperative relationship or get

injured, so my best solution was to find something to barter with on Craigslist.

BANTA. I knew that I needed an alternate plan should bartering start to go off track.

BATNA would also act as my trump card, spinning the deal to my advantage, or assisting me

to walk away entirely if needed. I knew that, whomever I decided to negotiate with, I would

need to come prepared. If the seller smelled my urgency to make a deal, then he/she would

hold the advantage. I would need to figure out a fallback position. BATNA develops from

careful planning and preparation. If this preparation is incomplete, it would be impossible to

I recognized that I would be willing to part with a freezer, bike, comic book collection, and a

couch. I would part with one or two of these items but parting with more things would feel

like a bad deal. The value of the items would be more than the value of a snow-blower.

MULTI-ISSUE PLANS

I searched the ads on Craigslist, and to find the snow-blower I wanted:

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Seller A was selling the snow-blower for “$500 cash or best offer”. The ad also mentioned

the seller needed to sell as soon as possible to make room in the garage for a new car.

Seller B stated they would trade a snow-blower for items, but they would be unwilling to

transport the snow-blower.

Seller C was willing to deliver the snow-blower but wanted $50 for gas money. They would

also be prepared to barter the snow-blower for items.

ASSESSING RISK

Researching different options created an advantage for me. I knew what different sellers

were offering, which gave me more bargaining power and helped with my strategic plan. I

had more alternatives and leverage. Either I liked what the seller would offer, or I could say

"no deal" and take one of the other offers. I knew Seller A urgently needed to get rid of the

snow-blower and had pressure to settle. They wanted $500 but also had a lower bottom line

due to the urgency. After research, using the tactic of urgency, and based on BANTA I

found that Seller A would be the most desirable option for me.

ASSESSING POWER

The fact that I was in a negotiation class gave me power. I have done my research and had

tools to do “battle”. I highly doubt that Seller A has done any research. Seller A was under

time pressure to sell so this would work to my advantage. I had the power of options, if

Seller A did not give into my demands, then I could go to a different seller. I had also done

my research, and I would be presenting Seller A with a set of options should it be needed:

A) Trade and deliver the Snow-blower in exchange for three of my items. B) Trade and

deliver the Snow-blower in return for $50 for delivery, two of my items and $200 cash C)

Trade the Snow-blower for 2 of my items and $100, and I would pick up the snowblower.

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I knew that my proposal needed to be flexible. I could call the seller with a preconceived

notion of the best deal, but I would need to be able to bend if needed.

BEGINNING NEGOTIATIONS

Seller A only had a phone number listed, do emailing or meeting the seller face to face was

out of the questions. I made the call knowing that, most likely, our target points would not

overlap. I was hoping that thru talking on the phone, our reservation points would overlap.

I was further hoping that we would be able to come to a real bargaining zone, making for an

easy trade. Our phone conversation was as follows:

Me: Hello. I am calling about the snow-blower that you have listed on CraigsList. I see

that you have it for sale for $500?

Seller A: (women’s voice). Yes! Someone was supposed to pick it up this morning, so I

moved it out of the garage, and now it is just sitting there. It works great. No problems.

Are you interested?

Me: Yes I am interested. I have been talking with other sellers on Craigs List, and some of

them are willing to barter. I was wondering if you would do the same?

Seller A: Honestly, I just want it gone. Wait for one sec.. (hear hushed talking in the

background). Yes, we can work something out. What were you thinking?

Me: Well, I have a two-year-old big standup freezer and …

Seller A: Sounds good. When can you get it? Can you come today?

Me: I do not have a truck to get it. If you could deliver today, I could pay you $50 for your

troubles. Otherwise, I need some time to find someone to help me.

Seller A: Yes we can deliver. Just need an address.

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The woman was clearly desperate to have the snow-blower out of her garage. Although she

had a precise target point ($500 cash), her bargaining range was large and was surprisingly

better than my target point. I would have been willing to give her two items, but before I

could finish my sentence she had made a deal. I did not reveal my BANTA at any time, but

the seller was anxious to take any offer that came her way.

ENDING THOUGHTS

I looked at my options and assessed power carefully before choosing which seller to call. I

do not think I would have gotten as good as deal should I have just called a seller blindly. I

have learned that I do not always need to please people as being a good negotiator will get

me more respect than being a pushover has ever done. Other things I have learned in this

process include the following:

• Prepare substantially before negotiating

• Trust and rapport do not happen over email. Face to face is always best.

• Identify that things are valued differently and should be traded appropriately.

• Claim the slice of pie you deserve… always.

• Don’t be afraid to walk away from the table.

• Understand different kinds of power, as well as how and when to use it.

• Women, in particular, don’t always ask for things when they should.

Overall I learned a lot in this class. If I had to do my negotiation over I would plan more

regarding transportation of the snow-blower. Should I have had transportation already lined

up, I could have gotten away without paying the extra $50. I also learned sometimes you get

lucky… Moreover, sometimes when you think you get lucky, it decides not to snow

anymore.

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