personal experience in negotiation

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It is a real experience that I had in my father’s company. This spring, our company planned to add one floor on the top-storey of their 3-floor office building. Before construction, our Company needed to obtain an inn owner’s permission, as the addition floor will block light shining into some rooms of his inn-- AB Inn, which locates in the other building next to our office building. Therefore, our company had to negotiate with AB Inn regarding the permission and compensation issue. I was not been assigned any works in the process because of my poor experience, but I took part in the negotiation as a minute-taker, witnessing all the details. It is obvious that the AB Inn owner did not permit us adding a floor at the beginning. The owner stated that he would not approve it unless our company could provide compensation to him. Our company agreed to solve this problem by giving him a sum of compensation. But we need to negotiate on the issue that how much our company should give the inn owner, because there is no explicit policy or rules on sunshine blockage issue should be carried out but just a convention based on several cases which only adapt to residential use.

In the first meeting, both sides showed their offers and explain the reasons. There are five rooms of AB inn in the side of that building which would be affected by the reconstruction, and each room had a market value of six hundred thousand Yuan at that time. The owner requested one tenth of the market price, equal to fifty thousand Yuan, for each room, which obviously exceeded what our company can afford. Actually, only two rooms would be influenced by the adding floor, so our company planned to give the owner fifteen thousand Yuan per room for the two effected rooms. A big difference existed between our company’s anticipation and the AB Inn’s. Therefore, we didn’t reach a consensus at the first meeting.

In the second meeting, the owner performed very aggressively, insist on his

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