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Negotiation (Stay in charge of the Augustine Hotel (what is the party map?…
Negotiation
Stay in charge of the Augustine Hotel
what type of questions?
what info do you want to get
what are their nego style?
what is the party map?
business representative
Shareholders
GM
what are the limits?
what if the negotiation doesn't go well
finance
How much increase in rent do we need?
how far can i go?
expectation or my goals?
financial data from the hotel
financial forecast
market development statistics
market segmentation
S&M
what is the collateral damage?
look at competition
who are we competing with?
what are the others willing to lease for?
is their a big business?
are we already in competion?
what are they putting on the table?
Thomas Smith
WHO WILL BE present THE BUSINESS REPRESENTATIVE FOR WALDECK?
identify if the decision maker will be there?
ZOPA
objective of the negotiation
get a higher lease
BATNA
what is your reservation point/ break point?
finding another client
have this condition fulfilled by someone else
affordable with rent but commiting yourself for a longer period of time
gradual increase during 5 years
is your condition reached?