Contents PRE NEGOTIATION 3 1. Form 3 2. Scope 3 3. Adjustments 3 4. BATNA and Reservation value - client 3 5. BATNA and Reservation value – other party 3 6. ZOPA 3 NEGOTIATION 3 POST NEGOTIATION REPORT 4 REFERENCES 4 APPENDIX 5   PRE NEGOTIATION 1. Form Through the forms I got as a result that my thinking style is OLIGARCHIC. The scope style resulted was EXTERNAL. Questionnaires are in Appendix. 2. Optimal thinking styles 300 words 5 references, at least 3 journals or books. 3. Adjustments 200 words From the theory, the most appropriated style for negotiations is Hierarchic and External. Therefore it was necessary to adjust my way of thinking… 4. BATNA and Reservation value - client 100 words Information of the asset to be negotiate in Appendix. 5. BATNA and Reservation value – other party 100 words Information of the asset to be negotiate in Appendix. 6. ZOPA 100 words Information of the asset to be negotiate in Appendix. NEGOTIATION The negotiation of the purchase of the aforementioned asset was set on a meeting at the campus of Kaplan Business School on April 27th starting time at 2:30 pm. As the agent representing Farnsworth Property Trust, I prepared four offers to work with considering the value of the property, its potential and the price that we could acquire our second option property. 116 Davies Street, Liverpool, Sydney - bought by Pashendale Holdings Ltd in 2015 for $15,000,000.00 - growth in the suburb 13.8% per year - potential value in 2017 is $19,425,666.00 1st offer = $16,511,811.00 (-15% on 2017 value) 2nd offer = $17,484,000.00 (-10% of 2017 value) 3rd offer = $18,454,380.00 (-5% of 2017 value) 4th offer = $18,842,900.00 (-3% of 2017 value) The fourth offer would be my final one considering the comparable property in the area owned by Uruz Holdings valued in $21 million which can be reduced to $18.9 million. The agent Annie Le from Pashendale Holdings turned down the first offer made claiming that another potential buyer had offered $17 million. So as I moved to the second offer of $17.4 million and it was approved by the agent. In order to extend Farnsworth advantages, I offered to execute the payment in 2 instalments within 3 months from the agreement. The method of payment has also been accepted by the seller. Throughout the process of the purchase of the property at 116 Davies Street, Liverpool, Sydney, logs have been kept and are attached to this document in Appendix section. As well as, enclosed is the letter of confirmation in which both parts, the client Farnsworth Property Trust and the seller Pashendale Holdings Ltd, agree on the price in Australian dollars and dates of payment. POST NEGOTIATION REPORT 200 words Conclusevely, REFERENCES (Posen, and Ross 2012).   APPENDIX Following are all the documents that supported this assessment: property data; style preference forms and scope; negotiation logs and emails exchanged between the parties. Dear Juliana, I wish to confirm your appointment as agent representing Farnsworth Property Trust for the purchase of commercial property 116 Davies Street, Liverpool, Sydney, listed for sale by Pashendale Holdings Ltd, website:www.pashendale.weebly.com This purchase will hopefully be one of several under my property trust’s new strategic plan to invest in optimal and high performing assets. I have expressed my interest in 116 Davies Street, Liverpool, Sydney and another alternative comparable property in the area listed for sale by Uruz Holdings at a price of $21 million. I have not made Uruz Holdings an offer at this point because I believe I can negotiate their asking price down by 10% and I am eager to see if you can secure 116 Davies Street, Liverpool, Sydneyeither at this discounted price or for an even better price. Your instructions as my property trust’s agent are to negotiate the purchase of the property with Pashendale Holdings Ltd’s selling agent, Quynh Nhu Le, who can be contacted by email [email protected] I look forward to receiving your report on the successful purchase of 116 Davies Street, Liverpool, Sydney from Pashendale Holdings Ltd.   - email - letter of confirmation.