The Cinnamon Case and "Win As Much As You Can"

During this roleplay, I played the role of the buyer and Mathilde was the seller.
I was pretty much more confident than in the prior negotiations. I think that there is two reasons that can explain this new feeling. The first reason is related to the behavior of Mathilde. Her nonverbal communication was very positive. I am very sensitive person, unfortunately I am often impacted by the vibes of my partners. During this negotiation, the impact was positive. I noticed that Mathilde was showing to me very positive signs and she seemed to be open to the negotiation. For sure, her BATNA was precisely defined and accepted by herself. Furthermore, she told me that she was convinced by the corporate culture of her company.

The second reason of my trustbuilding was associated to my understanding of the Four Keys Concept. I had the feeling to be more determinated than Mathilde, actually. My Zone of Possible Agreement was totaly clear. However, I think that my BATNA was not rigorous enough. I faced some difficulties  She began by highlighting that Mahek Masala was offering the best offer on the market. She focused on the quality of the product. She had done a prior informational monotoring and was familiar with the names of our current partners and our weaknesses.

I explained to her my specifications. I also started to talk about a potential price range.

Her first offer was 950 Rs per kilogram. Too expensive for me. I laughed to illustrate the fact I could not consider this price. I used the "making joke technic" Our current partners was offering much lower price ranges.

I gave her two arguments. Indeed, I spoke about the FDA Commissioner and about our wishes to improve our relationship with the Governement.
I proposed a price of 550 Rs.

Finally, we reached an arrangement at 590 Rs.
When we closed the negotiation I was satisfied.

Just a few words about the "Win as Much as You Can" game.

We were a group of four people and we played a game where we had to mark a sheet with an X and a Y and play one the card at the same time for each of the 10 rounds. We had a playoff schedule, and depending on the card we played, we got a number of positive or negative point. When we were playing collectively, it was very hard to know who was trustwothy and who was not. All this game is about strategy and confidence.
My team was composed of Valentin, Christiane, Natacha and myself. Valentin was always trying to destabilize me.