This negotiation story analysis is by Daniel Read and Thomas Hills, Professors at University of Warwick, from Negotiation Journal.

The Professors analysed a negotiation drawn from George Eliot’s novel Middlemarch: A Study of Provincial Life. Mary Ann Evans, wrote this novel under the male pseudonym of George Eliot, was herself too actively involved in many multi-issue negotiations as a writer. 

Mary’s story captures a negotiation between wealthy banker and his former associate.

Bulstrode is a wealthy banker, who wants to maintain his reputation. He acquired his wealth by marrying the widow of his late employer. The widow wanted to trace her daughter and Bulstrode’s associate, Raffles helped lose her tracks, ensuring no wealth division. Bulstrode’s wealth is the product of deceit, double- dealing, and crime.

Raffles was paid for his services and he migrated to America, however he returned back to Middlemarch post failure of his venture. Bulstrode’s troubles began when Raffles paid him a visit.

During negotiations, Bulstrode made multiple mistakes, when taken by surprise presence of his old associate. He did not build or foster relationship or empathise with Raffles and was worried more about his reputation due to old disclosure. He wanted him gone and hinted payments. Raffles was emboldened and his reservation price just went up. Bulstrode lacked perspective taking.

When they met next day, Bulstrode focuses on his weak BATNA and fails to consider even Raffles BATNA may be weaker than him. They meet over breakfast, a nice pleasant time for good conversation but Bulstrode fails to empathize. He is impatient and wants him gone.

Raffle becomes aware of his counterparts’ weak position and both parties understand. Threats and accusation rule the interaction. Raffle makes his demand rather than exploring what he could get. Raffles makes a demand and Bulstrode doesn’t counter. In the end money was left on the table.