Texoil Case

Texoil Case
Strategy and Goals:
After reading the situation that I, as the station manager, was in I developed two motivating factors. First, there was the tangible factor of receiving enough money to realize my dream. Second, there was the motivation to distance myself and my wife from the life that had drained our physical and emotional health. I realized at that moment that these two motivations were not necessarily compatible with each other, and that I was going to be forced to decide the relevant importance of each somewhere in the negotiation.
Before I even started the negotiation I determined that I must receive the money that I needed, which turned out to be a big mistake that tunneled my vision onto the final outcome. I inadvertently then limited myself to two possible outcomes: 1) sell for more than $590K; or 2) don’t sell and wait for another offer. I determined that receiving the money was a more important consideration than the intangible motivation d...