Capital Mortgage

1. Capital Mortgage Insurance Corporation used a very integrative approach. By their opening statement after Burr asked "What is your offer?" their response showed they wanted to build a relationship with the other party. They stated that no price could be put on Corporate Transfer Services. Randall, also deciding to keep Burr on, showed that they were willing to allow for mutual gain. The letter prepared by Randall also provided exactly how they would like things to happen during the acquisition of Corporate Transfer Services. It seems that Capital Mortgage Insurance was very well prepared for the negotiation about to take place. They analyzed the other party by learning about the other party's resources, issues and bargaining mix. They also kept in mind the interests and needs of Corporate Transfer Services.

2. After Capital Mortgage Insurance had provided their offer, Burr made the statement he was very disappointed. This made me think that the negotiation process was either going to go back and forth for quite a while, or end abruptly. The main issue was going to be the pricing.

3. Corporate Transfer Services were extremely disappointed with the offer. From the responses from Capital Mortgage Insurance, it seems that Corporate Transfer Services was asking way too much for the acquisition. Corporate Transfer Services did not do much research on what their specific company should go for. Based on the letter Capital Mortgage Insurance presented Corporate Transfer Services, they needed much re-building and re-structuring.

4. Capital Mortgage Insurance should go into more detail on what they would be offering and explain the letter Capital Mortgage Insurance provided about their acquiring interests.

5. Capital Management Insurance caught Corporate Transfer Services off guard because they made them realize they had mot prepared for the negotiation the way they should have. This changed the entire meeting/negotiation. It seems that Randall and Dolan had the upper hand because they had come prepared. They knew exactly what the company was worth and knew their resistance point. It seems that they knew that Corporate Transfer Services knew they were asking too much but just had to work them down.

6. The best thing to do is to leave the negotiation and allow the other party to mull things over.

7. Corporate Transfer Service needs to set a realistic target. They should think about if they want to lose this opportunity or take a bite out of what they are being offered. They also should understand the limits. They need to understand that Capital Mortgage Insurance may possibly reject the entire negotiation (Lewicki, Saunders & Barry, 5th edition).

8. Capital Mortgage Insurance should understand their alternatives. There could be possible other agreements to be made and still meet their needs. By reviewing these alternatives, it can be

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