"Cascade Manor" Case: The Concept of Claiming in Negotiations

<Tab/>In the "Cascade Manor" negotiation, I played the role of co-chief city planner. I was part of a team, partnered with the other co-chief city planner and the city's financial director. It was our task to negotiate a deal with a development corporation who wanted to build a residential housing community to revitalize the historic district of our city. We devised a strategy on how we would open and negotiate …

…your first, you have already made the first move of the "negotiation dance" (Thompson, 2004). Finally, be prepared to make changes to your equal value offers, but make sure the changes are trade-offs so the overall value does not change. In the end, you should be able to come to a win-win agreement in which you have claimed a sizeable amount of the pie. References Thompson, L. (2004). The Mind and Heart of the Negotiator, 3rd Edition.