Case 8.

1
Buying a Classic Car
Assume that one party has always wanted a particular make, model, and color of car.
Now that party is prepared to purchase it and has found the car of her/his dreams offered for
sale by the owner. As each party, come to GRIP with the negotiation challenge. Decide what
type of strategy is appropriate for each. (You should fill in the car details that are fondest to
your heart!)

Case Discussion Questions and Possible Responses:

1. What are the interests and goals of each party?
(Possible Responses: “I” goals may be of great value on both sides here. The value of the
car may be more of an “I” goal than a “G” goal for the current owner. The desire for the
car may be of greater weight than the cost for the buyer. Realistically, assuming desire
for the transaction on both sides, the only issue to negotiate is price. The price must be
resolved, and the price is competitive.)

2. Is there anything that either or both parties may want to avoid?

(Possible Responses: If the car is nearly impossible to find, the prospective buyer wants
to avoid alienating the seller.)

3. How may either or both parties collaborate for mutual success?

(Possible Responses: Perhaps there is an opportunity here for some future or continuing
relationship. If so, “R” goals and “P” goals will affect the equation and provide
motivation for collaboration.)

Case 8.2
New Business Relationship Scenario
One party’s work organization, based in Washington, D.C., has recently begun a project
in Wichita, Kansas. The project will require 15 to 20 employees to travel to Kansas and
spend, on average, three weeks in residence there. It is expected that the project will span a
period of nine months to completion. This first party has located an apartment complex
nearby the location where the project work will be done. The apartment complex has
 traditionally required minimum lease terms of one year, but does have a few vacancies. The
organization desires to have its people in this apartment complex rather than in hotels.

Case Discussion Questions and Possible Responses:

1. How would you identify and rank the interests and goals of each party?
(Possible Responses: All four types of goals should be identified. Factors include
alternative costs for each party, employee convenience, satisfaction, and productivity,
potential continuing business relationships, goodwill on both sides.)

2. What common ground can you find between the parties?

(Possible Responses: Both parties win if the employees locate in the apartment complex.
The apartment gains revenue in lieu of current vacancies and possible continuing
vacancies as well as the security of a corporate tenant. The tenant company reduces
costs.)

3. What strategy would you use as the organization’s representative? What strategy would
you use as the apartment complex representative?
(Possible Responses: A general collaborative approach to resolve the perceived conflict
created by lease-term rules is appropriate for both sides. Although price is a competitive
term, it too may be addressed in a collaborative manner by pursuing common ground.)

Case 8.3
Prenuptial Agreement
Two romantic partners have decided to tie the knot. One has spent a great number of
years in a very financially lucrative career and has substantial net worth and positive cash
flow. The other has spent an equal number of years working hard as a dedicated teacher and
has paltry savings and little extra regular cash flow. Both desire to agree on how living
expenses will be shared, how parenting duties will be divided (if that should arise), and how
things will be divided and organized upon the unlikely event that they separate or one
experiences an untimely death. Analyze how each party comes to GRIP with the negotiation
challenge and what each party’s overall strategy might be.

Case Discussion Questions and Possible Responses:

1. Can you identify any critical differences in the goals of the parties? Are there any real
incompatibilities?
(Possible Responses: Perceptions may be that one party wants to keep assets while the
other wants to take assets. Each party may perceive that the other wants financial gain.
One real difference is that one party has the capacity to provide financial sources and the
other does not. Whether that is a real incompatibility depends upon each party’s real goal.
The party with low financial resources may not be seeking financial gain.)

2. What strategy do you suggest each party use in the negotiation?

(Possible Responses: Collaboration is by far the best strategy for many reasons. If
common ground cannot be found in this, the proposed marriage may suffer. Presumably
the value of “R” goals for both parties outweighs the value of other goals.)

3. How direct might either party be, if at all?

(Possible Responses: This depends on the relative values of goals, the extent of common
ground, and the personalities of the parties.)