It was announced last year that the City of London, Ontario, will be moving forward with 10 key transportation projects including the East London link. Now that the project is funded, the staff at the City of London has to buy property along the route. This property includes the Circle K Plaza across Oxford Street from Fanshawe College (fictitious information). The challenge is that the property owners don't want to sell their property. Without their land, the project can't move forward. A team from the City of London has to meet with property owners to discuss the terms and conditions of the sale of their property. The property must sell but the property owners can try to get the best value.

Our negotiation strategy is DISTRIBUTIVE BARGAINING

b. What are my negotiation tactics?

c. What are my interests?

d. What are my opposition's interests?

e. Which issues are necessary to negotiate?

f. What is the prioritization of these issues?

g. What are your opening offer, a list of possible concessions you would consider, and your resistance point (the point that you walk away)?

h. What is your BATNA?

i. What else are you going to consider as part of your negotiation?