Reservation Price:

USD 8.2 Mio included USD 7 Mio Plant, USD 1 Mio for employee, USD 200,000 for tax

At the negotiation table

200.000 ribu siapa yang bayar, kita yg jual kecuali punya argumen penguat. Soalnya biofarm gaakan mau
bayar

Harga awal USD 20.5 Mio (include plant, employee, patent, insurance)
Harga mentok USD 10.5 (include infrastructure, land), patent USD 3.8 Mio,
Worksheet for Identifying and Improving Your BATNA
Use this worksheet to identify and improve your best alternative to a negotiated agreement, or BATNA.

TARGET (Aspiration Price):

Jual “turn key”: Jual Bangunan (USD 11 Mio), Patent (USD 4 Mio), Insurance (USD 8 Mio), Pegawai (USD 1
Mio), Channel Distribution → USD 24.2

1. What are your alternatives to a negotiated agreement? Make a list of what your alternatives will be if
the negotiation ends without agreement.

1. Building the plant so that it would have a normal configuration for general manufacturing. Doing
so would take six months and cost $3 million, but after rebuilding it would have an appraised
value of $10 million. So the plant would be more flexible to sell to other manufacturing
companies, and sell the patent for Petrochek now to Elf, for $4 million.
2. Sell the plant now with a $7 million price without reconfiguring the general manufacturing and sell
the patent for Petrochek now to Elf, for $4 million.
3. Assets Liquidation
4. With minor modifications, the plant could also be used for making computer chips; however, the
computer chip industry has too much capacity, so it’s highly unlikely any chip manufacturer would
buy it. In the meantime we could sell the patent to Elf for $4 million now.
5. Keep the plant operating at break-even for up to a year from using the Petrochek patent

2. Of the alternatives that you listed, which is your best alternative?

BATNA: Building the plant so that it would have a normal configuration for general manufacturing. Doing
so would take six months and cost $3 million, but after rebuilding it would have an appraised value of $10
million. So the plant would be more flexible to sell to other manufacturing companies, and sell the patent
for Petrochek a year from now to Exxon (predictably would sell for $5 million)

3. Can you improve your BATNA?

Are there any arrangements you can make with other suppliers, partners, or customers that would
improve your BATNA?
Are there ways to change your terms of the negotiation to improve your BATNA? If yes, what? How?
Sell the patent to Exxon for 50% chance and amounted to $5 million.

4. What will your new BATNA be if you have succeeded in improving it?

Building the plant so that it would have a normal configuration for general manufacturing. Doing so would
take six months and cost $3 million, but after rebuilding it would have an appraised value of $10 million.
So the plant would be more flexible to sell to other manufacturing companies, and sell the patent for
Petrochek a year from now to Exxon (predictably would sell for $5 million)