You represent your client Mrs Dune who has a business called ‘Cakes and Fizz’. She has found the
property she wishes rent for her new shop. This is located in Faraway Village in Coventry. It has been
described as the perfect place by Mrs Dune. The rent for the premises has been advertised at £1,800 per
month with the additional comment stating that all reasonable offers are considered. This is clearly an
invitation to enter into a negotiation. The owners of Faraway Village are represented by Irvin Mitches
Solicitors. They are a multi national solicitors firm. You are a partner of a small local firm.
The date is fixed for the negotiation and you have to prepare your strategy. It has been proposed that the
negotiation takes place at Irvin Mitches offices. You have also been given a list of their negotiation team of
3 solicitors. You were planning to attend alone.
The head of the team, Mr Bean, gave an interview in last months Law Gazette in which he said “I always
win and that is why my clients instruct me time after time”.
Mrs Dune has stated that she is prepared to pay the full amount but you believe that the price is too high
and Mrs Dune has not taken into consideration the additional costs suchs as rates, bills and redecoration
costs.
You have explained this to your client but she doesn’t seem to care. She simply said “you had better get
it”.
You have always been a very effective negotiator as you do not back down.
Prepare the strategy for the negotiation, in light of your clients instructions, but paying particular attention
to the
following:
• Whether the proposed environment is appropriate.
• Negotiating against a team.
• The type of negotiator Mr Bean is likely to be and how could you neutralise him.
• The style/styles of negotiation you will need to use to get the best outcome.
• Other factors/tactics you may need to consider/use in order to get the best deal for your client.
Sample Solution
