Reflection paper: Texoil (from the sellers' perspective) Planning this negotiation was more difficult than the first classroom negotiation. The first the negotiation had a points system; so I knew what the maximum, minimum and average point amount was. Not only did the Texoil negotiation not have a points system, but there were two people on my side (salespeople) and. only one on the other side (buyer). My partner and I played the role of sellers Before the negotiation, we discussed what our booking point, our BATNA and our target point would be. was basically stated in the writing of the application We needed $488,000 after taxes or $580,000 before taxes. If we received less than that, we would not be able to continue with our plans to travel around the world. work when we got back We decided not to tell the buyer about my exhaustion (wife) or the fact that we needed money to travel around the world. We were afraid he would use it against us. Our BATNA was that we could continue working there, maybe hire someone in my place, since I'm not supposed to work 16 hours a day. This isn't a strong BATNA, because I don't know if we could afford to hire a new person, and we already sold our condo and put money down on the boat. And... middle of paper... about myself as a negotiator. If one of the other people hadn't had the idea to expand the cake, we wouldn't have reached an agreement. I noticed that I stuck to the matter as if it were the guide to life. I produce in order to make the negotiations work; I'm going to have to learn to think outside the box. I don't think I'm a good negotiator at this point, but I think I've learned a lot about negotiation already. I am now a firm believer that the more information that is on the table, the better the outcome for both parties. In my next negotiation, I will not withhold information and I will try to overcome any bias I have. I'll see where this leads me to tell the whole truth. ReferenceFisher, R & Ury, W (1991). Getting to yes: negotiating an agreement without giving in. Penguin: New York