sbject is Influence Persuation and Negotiation strategy . This is cinamon case analyses there is two part one is buyer another is seller you will answer these question from the two part of case which two part are attatch below thank you

Student Name:

 

 

 

To showcase your understanding of the case, answer as many questions as you can in this planning guide.

 

Notes:

1-     In answering the questions, only use the information made available to you in the case.

 

The SELLER’s side: Complete questions S1 to S10 after reading the seller’s part of the case ONLY.

 

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 walk-away point (limits) and BATNA?

S5. What are seller’s target points and opening requests on these issues?

 

Order

Issue

Primary Underlying Interest

Target Point

My BATNA

Walk-away Point

1.

 

 

 

 

 

2.

 

 

 

 

 

3.

 

 

 

 

 

4.

 

 

 

 

 

5.

 

 

 

 

 

 

S6. Who are the important constituencies to whom the seller is accountable, if any? [Hint: The Field Analysis – Constituencies are the parties that are not at the negotiation table. They are sitting at the sidelines and watching you or your opponent negotiate. Constituencies have a direct interest in the outcome of the negotiation.]

 

 

 

S7. What do the seller know about the other negotiator’s goals, issues, and resistance points? [Hint: Only mention the information that is available to you with in the case.]

 

 

 

S8. What overall strategy do I want to pursue, if I were the seller? [Hint: Integrative or Distributive? Elaborate!]

 

 

 

 

S9. What does the seller need to assemble – research, documents, charts, graphs, and so on – make the most effective presentation on what the seller wants to achieve? What tactics does the seller need to present arguments or defend against the other negotiator’s arguments?

 

 

 

 

S10.What protocol is essential for this negotiation: where to negotiate, when to negotiate, who is present for the negotiation, agenda to be followed, note-taking? Also, what to say and how to say it!

 

 

 

 

The BUYER’s side: Complete questions B1 to B10 after reading the buyer’s part of the case.

 

B1. 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 buyer.]

 

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.

B2. What are buyer’s priorities among the issues in the bargaining mix? [Hint: Rank order the bargaining mix]

B3. What are the primary underlying interests? [Hint: Why are you negotiating?]

B4. On each issue, what is buyer’s walk-away point (limits) and BATNA?

B5. What are buyer’s target points and opening requests on these issues?

 

Order

Issue

Primary Underlying Interest

Target Point

My BATNA

Walk-away Point

1.

 

 

 

 

 

2.

 

 

 

 

 

3.

 

 

 

 

 

4.

 

 

 

 

 

5.

 

 

 

 

 

 

B6. Who are the important constituencies to whom the buyer is accountable, if any? [Hint: The Field Analysis – Constituencies are the parties that are not at the negotiation table. They are sitting at the sidelines and watching you or your opponent negotiate. Constituencies have a direct interest in the outcome of the negotiation.]

 

 

 

B7. What do the buyer know about the other negotiator’s goals, issues, and resistance points? [Hint: Only mention the information that is available to you with in the case.]

 

 

 

B8. What overall strategy do I want to pursue, if I were the buyer? [Hint: Integrative or Distributive? Elaborate!]

 

 

 

 

B9. What does the buyer need to assemble – research, documents, charts, graphs, and so on – make the most effective presentation on what the buyer wants to achieve? What tactics does the buyer need to present arguments or defend against the other negotiator’s arguments?

 

 

 

 

B10.What protocol is essential for this negotiation: where to negotiate, when to negotiate, who is present for the negotiation, agenda to be followed, note-taking? Also, what to say and how to say it!

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