Writing Models

Negotiation Journal Model 1

Entry #1

In his first offer Mr. Samuael (my negotiator) gave an offer which rated "O" for me. He gave the highest price, the longest delivery, payment upon delivery and the worst returns. It’s normal to start negotiation like that. This offer was made on March 11 so I sent him my offer (my first) which rated 88 for me. I represented myself and the company. I told him that his offer is very unreasonable and that he should soften up so that the negotiation could end up beneficial for both sides.

I offered to pay $3.71, asked for delivery in 20 days and said that I would pay in 30 days.

I do not think that he will accept this offer. Instead he will send me another one but it will be better than his first one.

Entry #2

On March 12 I received the second offer. I wasn’t very surprised. The rating for me came up to 25 which is better than before but it’s not good enough. He didn’t elaborate on why he gave me this offer, I mean why he changed his price, delivery, etc. But it is very optimistic. He is changing step by step. Apparently, that’s what negotiations are for.

Therefore in my second offer, I didn’t change very much. I just offered him payment upon delivery, which didn’t change my rating very much (83). I wanted to see his reaction to this offer. I tried to be more friendly and asked him to talk about himself. This is how I would like to build trust between us, or may be even friendship. This should make the negotiation easier and nicer for the two sides.

Entry #3

In his third offer, Mr. Samuel didn’t change his price. But he suggested delivery in 30 days and the payment in 30 days. The rate of his offer is 35 which is still very bad for me, not even half way. So he’s going very slowly with his changes.

In this offer he talked about himself. He is from Hong Kong, came to Canada twice, visited Toronto and Vancouver. He talks about the transition of Hong Kong to China.

In my third offer I was really generous. I went up with price and made some minor changes in the offer. The rating of this offer is 60. Because we are importing, Canadian dollar rate will affect my decision. So I told him that I can’t go up more than this price.

Then I talked about myself and gave him my e-mail. So if he needs anything, he could e-mail me.

I think he will like my offer, but still he will try to change some things. I have to wait and see.