colony was that they had low payment ability but paid attention to lring environment However, the current place where the hotel was located could not meet the requirements of its senvice objects, because it was located in the downtown of an incustrial city and closed to the traffic center of the city. Therefore, the hotel had to consider removing out of this city and finding another calm site, but problem came that the hotel currently had no such financial ability to pay such large removal fees.Several months later, a person called Wilson came to the hotel He was the representative of a local constructor that wanted to buy the hotel. The manager of the hotel had never thought to sell the hotel. If the price was suitable, this was a suggestion worth of being considered. Whereupon, the manger suggested the board of directors of the hotel and then the board determined to negotiate with Wison for this matter. 2. Negotiation preparation Firstly, Steve had an irvestigation into the financial status and credit standing of the company Wilson worked for. He found that the company had high credit standing and trustable payment competence In order to get will prepared for such negotiation, Steve made out a specific negotiation preparation plan. Steve spent two weeks on researches and investigations before negotiation Firstly he must check the lowest price of the opposite, ie the bottom line price, which depended on whether a proper remove site could be found. Via investigation ,there were two places worthy of being considered, one was Medford, which would cost USD 175,000, and the other was Alston, which would cost more than the former, up to USD 235,000 due to many aspects such as environment etc better than those of the former Plus removal fees, such as environment ete better than those of the former Plus removal fees, decoration fees, insurance premiums and other incidental expenses, it would decoration fees, insurance premums and other incidental expenses, it would spend at least USD 220,000 on the removal to Medford while at least USD275,000 to Alston. According ti the above imvestigations, Steve decided the lowest sales price to be at least USD220,000.Of course, if negotiation ran smoothly, higher price would have for the hotel, then there would be sufficient fund to buy Alston. The second thing Steve to do was market research, i.e. to understand that how much it would sell if the hotel was openly auctioned in the market. After investigating the sales prices of the areas nearby and consulting the local real estate brokers, he found disappointedly that the hotel only cost USD125,000. At last, Steve needed to estimate the offer of Wison. The offer of the opposite greatly depended on the intention of the developer and how tall was allowed for the buildings to be constructed on such site and whether they wanted to buy other sites. After consulting the local contractors, Steve estimated that the offer of Wilson might be between USD 275,000 and 475,000