Discussion—What You Want and What You Can Get

The purpose of this assignment is to examine how negotiation takes place in a team and how to increase awareness of the additional challenges and complexities posed by negotiating in such a setting.

Consider that you are the team leader for a group of six volunteers that has to negotiate the purchase of land and real estate for a midsize nonprofit organization. You have been given a budget of $1.5 million. However, the property that your management is interested in costs $2 million. A successful negotiation would entail a thorough exploration of the situation. Respond to the following questions:

• How will you address the discrepancy between the market value and the demands of the management team?
• How will you achieve a mutually acceptable solution?
• What are the advantages and disadvantages of using a team in this kind of setting?