5 HOMEWORK OF JOURNAL SALLY SOPRANO

Name:Natalia Jade Carolina Blacutt Antezana

Date: MAY 25 , 2023
Description: Negotiation to buy one of my warehouses and the other part will use i
to make a micro market
Parties involved:
Hawkins Development(with Cristian Rojas)
Discount Marketplace ( with me Natalia Blacutt)
IN SUMMARY:
The Discount Market is my function. I had to finalize the contract with a percentage of the
sublease and we were left with a percentage of 19% of the sublease. Maintaining the price
we were in the previous negotiation. We stay at 1.99 per square meter for a sublease.
And we stayed 25 years until 42 years of the terms of the contract
Well, Mr. Hawkins Development has agreed to the terms of the contract. At the time of
finalizing the contract, we shook hands to close the established contract

THE PERSONAL SKILLS JOURNAL

Entries in the journal include the following:
1)What did you learn about negotiating from this exercise?
I learned that for an effective negotiation there must be a conversation between two or
more parties to reach a settlement of divergent interests or a mutual agreement, with the
ability to create an environment of collaboration and lasting commitments of years.
I also learned this so I have a little more experience
1. Preparation:It is about knowing what the parties want to negotiate. This is what is
done in the preparation stage:
Diagnosis: determine the parts and what the situation is.
Examine the objectives: set the most favorable course for the negotiation.
Establish what will be the strategy to negotiate.
2. Antagonism:In this phase, the counterparty is exposed to what is desired to be
achieved in the negotiation. This stage is crucial to establish the bargaining power of
each member.
Depending on the position of each one, it will be determined which of the two parties will
be more willing to give in to the conditions of the other party.
3. Acceptance of the common framework:After the members of the negotiation have
presented their proposals, they have to make the decision of whether or not they will
accept their positions and what type of position they will choose: collaborative,
competitive or unilateral cession.
4. Presentation of options:In this phase, the options for each of the parties are
presented.
5. Closing:The members of the negotiation accept a certain alternative and assume the
commitment to comply with it.
It is true that these stages can vary depending on the author who describes them, but
whatever the description, the essence is the same.
2)What surprised you about your own behavior or the behaviors of others?
The other part surprised me much more because my partner only asked me for more
information and gave me less information. He just wanted everything to go in his favor
on the sublease payment issue. As much as I argued about the % of the sublet, I offered
28% of the sublet to my partner. He refused and offered me 19%, he told me that he
could not pay more because he had other expenses. I had to close the contract with
19% of the sublet, maintaining the price. We settled on the issue of space at 1.99 per
square and we settled on the issue of years from 25 years to 42 years, otherwise I would
lose the contract and we would not stay In nothing.
3)What did you learn about yourself? What did you learn about other people?
I learned that it is an integral part of communication and it is very important to
communicate with your colleagues about the negotiation, because when sharing with
your colleagues you find common needs and objectives but also opposing needs and
objectives.And I also learned that it contributes to building better relationships. They
allow lasting and quality solutions to be reached, instead of mediocre short-term
solutions that do not satisfy any of the parties. Helps us avoid future problems and
conflicts
4)What would you do differently if you had to do it again? Why?
If I were to do the contract again, I would like to have all the necessary information and
have the information of my partner in order to be able to analyze the interests and reach
a mutual agreement that benefits both parties.
5)What skills were you relatively good at?
The truth is that I already have a little experience and neither party could reach an
agreement because nobody wanted to let the other party win, we both wanted to win one
hundred percent in the negotiation but to be honest I almost won but I accepted what He
offered me 19% to sublet. I had to use the Batna, which is to have another alternative in
order to look good in the negotiation.