Jose and Mark are two sellers of roofing shingles dealing with buyers on the final price of the material. Jose begins by asking for $4 per shingle. Mark begins by asking for $2.50 per shingle. Jose tells the potential buyer, That is a very good price and I am firm about it. Mark tells his buyer, That is a very good price, but I am open to a counteroffer. As the two negotiations begin Jose brings his price down to $3.00 while Mark brings his price down to $2.00. Jose then brings his price down to $2.50 while Mark brings his price down to $1.50 cents per shingle. Jose says that $2.50 is his final price, while Mark says nothing. In the end, Jose makes the deal, while Marks potential buyer walks away. First analyze and discuss this situation based on the terminology and material from the chapter 2 section on Positions Taken during Negotiation. Identify opening offers, etc. and briefly discuss all the pertinent details of the negotiation session. Next try to explain, based on what you have read in the chapter, why Jose closed the deal, while Mark did not.
