Pre-Class Exercise 7

Guidelines

 Answer both the questions.

 Bullets preferred
 Do not repeat case facts and questions
 Please check the course outline to check evaluation weightages and risks

Submission

 Put the following in the SUBJECT line: NEG, your first name, slash, followed
by roll no, slash, and followed by pre class exercise with number.

For example:

Subject: NEG/Rama/231001/PCE 7

 Submit your answers to CAMU to reach latest by 11.55 PM today

21.04.2023 (Friday)

 Submissions received beyond time limit, without proper subject line

whatever the reason, will not be evaluated.

Questions

Based on Banyan House C & D

1. Did Mr. Shah use pressure tactics? If yes, illustrate with two examples
from Banyan case C & D
Yes, Mr. Shah did use pressure tactics during the negotiations with Banyan
House.
 When Prasad asked Shah to tell them the very maximum that he was
willing to pay, Shah responded by bolstering his opening offer with a
lot of facts about what other properties were selling for in that
section of Vasai. By doing so, he put pressure on Banyan House to
 accept his offer, implying that they would not get a better deal
elsewhere.
 Shah successively yielded Rs. 1.5 crores to Rs. 1.65 crores to Rs. 1.75
crores and finally to a “firm last offer” of Rs. 1.80 crores, while Prasad
was reducing his asking price. By doing so, Shah put pressure on
Banyan House to accept his final offer, implying that they would not
get a better deal elsewhere and that it was their last chance to close
the deal.

Based on GTY chapter 8

2. Fill in the blanks: “Tricky tactics can be divided into three categories:
deliberate deception, psychological warfare, and positional pressure
tactics.”