Sluggers Come Home

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  • Topic: Negotiation, Collective bargaining, Mediation
  • Pages : 4 (1485 words )
  • Download(s) : 783
  • Published : October 17, 2010
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With the development of society, more and more people are aware of the importance of negotiation. Progressively choosing a negotiation strategy may generate more advantageous bargaining outcomes. Many important negotiation strategies are involved in the video “sluggers come home” and here we explain which negotiation strategy has been adopted in the different situations of this case.   

In the preparation stage of this case, Brabara makes an offer and she intends to rent the baseball playground. When Billy, Teddy and Kally get this offer, Teddy suggests them that they should lease this baseball playground because there is always a financial loss for the baseball playground, which is an alternative strategy.  The power of the alternative strategy lies in requiring the negotiator to determine the relative importance and priority of the two dimensions in the desired settlement. For this case, they may lease this playground or may not sell it. After that, they have an internal negotiation and they are overconfident. Their breakeven of the cash flow is $240,000 and they are afraid their income of the tickets cannot reach this maintain fees.  

However, in most situations, there may be overconfidence involved and they have unrealistic expectations. Teddy thinks the baseball playground is valued as 500,000 dollars, which is the behavior of the overconfidence. He does not know Brabara’s intention and the reason why Brabara intends to buy the baseball playground. If the assumption which the baseball playground is sold at 500,000 dollars is deal, there is a large dividend for Teddy, which is called Distributive strategy. In this, the goals of one party are usually in fundamental and direct conflict with the goals of the other party. Resources are fixed and limited and both parties want to maximize their share of the resources. As a result, each party will use a set of strategies to maximize his or her share of the outcomes to be obtained. Therefore, this is a large...
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