8/19/2019 Texoil

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Texoil

Scenario:

•  Texoil is a group-to-group negotiation

•  The owners of a service station would like to sell theirstation, and a large oil and gas company would like to buyit.

•  The service station owners and Texoil representatives are

meeting to discuss Texoil’s possible purchase of the servicestation.

Group Pairings:

Group 1 & Group

  ! " & #

  ! $ & %  ! & '

  ! ( & 1)

• 15 minutes: *ead con+dential information and prepare

• 30 minutes: egotiate

•

-ebrief 

8/19/2019 Texoil

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Lessons

•  There is no overlapping bargaining range unless the twoparties use their information creatively and literallycreate one.

• t is in your best interest to initially attempt integrativebargaining /create value0

• ther characteristics of this case2 t is totally interest driven on the part of the station owners.

 They have set a price based on their assessment of theirneeds.

• f you stick too close to the numbers, you sometimeshave a very hard time accepting the other party’s

analysis as a valid basis for setting a price.

• t is the other sides’ perceptions of their interests that

are relevant, not your interpretation of them.

• A Reminder: to take what is there, you must workwith the other party to make what is there