Viking Investment Negotiation

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For this negotiation, I played the role of Pat Olafson, the owner of Viking Investments. From this negotiation, I wanted to get the following things: the $210,000 Sandy Wood owed me from rent and loan fees, as well as a resolution pertaining to the upgrade from Lumber to Oak made by Sandy without my permission. This cost me $250,000 more, which I could not afford to let slide. Before going into the negotiation, it was obvious to me that the reason why Sandy had done what she did was for profit, as well as a way to ensure her not going out of business or in bankruptcy. My hypothesis turned out to be right, however, I could not figure out what to do about it. I couldn't let her get away with this because it was just too much money, and I hadn't authorized anything, just my secretary, but I knew that if I got everything I wanted, she would be completely out of business and our relationship would be ruined. Keeping this in mind, I went into the negotiation think that we are both reasonable people who could reach a reasonable agreement in a polite and professional manner. I was wrong on a few accounts, however. First, it was quite clear to me that Sandy would not admit her fault in upgrading from Lumber to Oak simply for profit instead of it being "the right thing to do." It was puzzling to me that she would take on a $250,000 upgrade simply based on my secretary's permission, who she probably finessed into agreeing with her, for reasons other than profit. The argument that my counterpart made in our negotiation was that I left any details to be handler with my secretary, but in no means did that give my secretary the power to approve such a massive undertaking. My counterpart and I from the start did not see similarly. So we moved on to a different subject - rent and loans. At first Sandy proposed to me that instead of paying the loans, she would knock

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