Robert (Easterly) vs. Vavsha (Brims): For the sake of this report, please allow me to use the names in () as the negotiating parties.

Both negotiators exhibited good interaction skills by asking a bunch of open-ended questions. The tone was soft and welcoming and despite the fact that Brims was supposed to be seen as a potential business detractor for Easterly, the toxicity of the situation was barely evident in the negotiations. For example, Easterly asked Brims earlier in the negotiations “I realize your coffee shops are fairly large and well spaced. How do you plan to utilize this small parcel?” It was important for Easterly to know early in the negotiation how deep Brims plans were and most notably how it was going to rearrange his BATNA. Also towards the end, Easterly threw in the most important question: “What will it take to buy you out?” Brim’s introductory questions were also very friendly but tactical. “I see you have a good view out there?” This opened up the conversation that gave Easterly a nice forum to air his concerns. I also remember Easterly asking “So why did you choose this picturesque seaside village and not the town like most of your shops?”

The parties were quick to identify the disadvantages of the current situation. This set the tone to “Brims must sell and Easterly must buy”; directing the negotiations to price. However, Brims used a little bit of “dirty tricks” by not fully showing the cards in her hands. I actually felt that she let Easterly think that she did not know of any major disadvantages of doing business on that piece of parcel. Therefore before reaching the negotiation phase of talking prices, Brims knew why that piece of land was bad for both her and Easterly, understanding the desperation level for Easterly. On the other hand, Easterly did not know how desperate Brims were to sell that piece.

Please give examples of