Case Background and Agreement ReachedIn this negotiation, JP served as an acquisition consultant for Bluetronics, an enterprise software company. His goal was to negotiate the acquisition of Vaultcorp, a small technology company, and get the best deal for Bluetronics. In exchange, JP would receive compensation, which would depend on his performance and the points earned in the negotiation. 8 main issues arose with the agreement, for the full list of issues and corresponding points, see Appendix A. Each side of the negotiation had a BATNA of 2400 points, in the agreement reached, JP received one total point of 6600, while Erika, representing Vaultcorp, received a total of 3000 points. This number is better than both of their BATNAs, which represent a combined value of 9600, which is 4800 points higher than what they would have achieved if they had "split matters in half". StrengthsJP excelled in many areas of this trade, particularly during the trade where they were able to expand the pie and unlock a significant amount of common value. In this specific exercise JP and Erika managed to reach the maximum joint value available, a total of 9600 points. The agreement reached is a level 3 integrative agreement, located on the Pareto-optimal frontier. For a graphical representation of the Pareto-optimal frontier and the agreement reached in this exercise, see Appendix B. The ability to reach a level three agreement depends on the strategies used during the negotiation by both parties. JP demonstrated these skills during the exercise and it is evident that he was successful as the agreement reached was a level 3 integrative agreement. Looking at the two approaches taken by JP to avoid the fixed perception of the pie and create an integration.. .... middle of paper......cacy, placing emphasis on value creation and focusing his thoughts and statements on success. Adopting a mindset focused on success, rather than failure, will be helpful in helping generate positive agreements in future negotiation situations. (Sullivan, O'Connor, & Burrsi, 2006) Relationship Building In this simulation, JP was assigned the role of acquisition consultant, acting as an agent on behalf of Bluetronics to acquire the small software company Vaultcorp. This agency relationship essentially puts JP in a situation where his negotiation with Erika would likely not be a recurring negotiation relationship. Conversely, many times negotiations occur between parties where a relationship is expected to be ongoing, in these scenarios it is important to express emotions in a way that is conducive to building rapport and maintaining the relationship is key.