Group 2

Reflective memo for Role Play – Barkley

We were representing Barkley Homes

Analysing our own Negotiation

• What did you do well? What did you not do well? What will you do differently next time
and why?
We were very well aware of the calculations and we knew that financing from the seller for
a longer period at the lowest prime rate possible was our best profitable scenario and thus
we had made exhaustive calculations for that.
Next time we won’t reveal our resistance point at an early stage and will try to hide them as
long as possible.

• Overall—how do you feel about the process? And about the outcome?
We feel the process was very smooth for us but mistakenly we had closed deals with two
teams simultaneously which lead to some confusion else we were in profitable scenario in
both the situations.

• Reflect critically on your choices and actions.

We were more focused towards getting financed from sellers thus we didn’t bargain much
on selling price.

• Apply the relevant concepts dealt with in class and integrate it with your experience in
the negotiation.
Identifying our BATNA before negotiation - It really helped us a lot since it gave us high
bargaining power over the sellers and we were able to close the deal in more profitable
scenario.

Analysing the Negotiations of the Other Negotiator (with whom you are negotiating)

• Did the Other appear interested in your interests? In your possible sources of power? Did
the Other appear to listen effectively? (Note examples if you like.)

Yes, for example we were able to close the deal in our quoted prime rate of 1.5 and the
opposite party was very much interested since they were not too much aware of the calculations.
 Group 2

• Did the Other appear to you to know his or her own interests? If so, to what extent were
they clearly presented to you?

No, the other team was not clear about their objectives and thus they failed to gain advantage.

• Did the Other appear to have a consistent strategy? What was the style of the Other?
Which sources of power did you feel the Other was using?

No there was no consistent strategy the other team was using.

• Did you feel respect or disrespect from the Other? How did you feel that the Other
responded to your own strategy, tactics, uses of power, successes or errors?

Yes, there was a mutual respect for each other since starting of the conversation and we were thus
having a collaborative strategy.