Page 71 - EAA 2nd ed-WithCoverVerso

PHASE 2: Questioning & clarifying

Sales
Kick Start : …………………………………
Online : 25,000 pounds
Profit : …………………………………
Price point
Retail : …………………………………
Low-end : none
Valuation : high/mid/low

PHASE 3: Bargaining

Peter Jones’ bid
Share inquiry : 35%
Final ground : ……………….. after returned
investment
Alex Buzaianu’s take
Projected valuation : 600,000 pounds
10 times of the profit
Offered share : 15 % - 20%

PHASE 4: Clinching the deal

Tying up loose ends
Alex Buzaianu: Peter Jones:
5% decrease Yes / No
Partnership Yes / No
Salary Yes / No
200,000 pounds Yes / No
order

2 Analyze the implementation of the negotiation principles by classifying the phase into the principle

Below are the principles of negotiation cited from the Harvard Law School (www.pon.harvard.edu, 2024).
Revisit the note you completed earlier and give a thick mark on the phase where you think implements the
principles.

Phase
4 main elements of principled negotiation
1 2 3 4
1. Separate the people from the problem.
Negotiators work to deal with emotions and personality issues separately from
the issues at stake.

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English for Executive Administrative Assistant