solution

S1. What are the issues to be negotiated? (Hint: The bargaining mix as informed in the case. List as many issues as you think are relevant for the seller.] 1. 6. 2. 7. 3. 8. 4. 9. 5. 10. Answer questions two to five in the table below. Expand the table as needed. If you identified many issues in the last question, limit the number of issues to top five important issues. S2. What are seller’s priorities among the issues in the bargaining mix? (Hint: Rank order the bargaining mix] S3. What are the primary underlying interests? [Hint: Why are you negotiating?] S4. On each issue, what is seller’s target and walk-away point? 55. How many BATNA can you identify for the seller? Elaborate on the BATNAs, and relate them to each negotiation issue. Order Issue Primary Underlying Interest Target Point My BATNA Walk-away Point 1. 2. 3. 4. 5 5.
 
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