Question: 1 . Given your role, what are the most important issues in the negotiation? 2 . What is your BATNA? What is your reservation price?

1. Given your role, what are the most important issues in the negotiation?
2. What is your BATNA? What is your reservation price? What is your target?
3. What parts of the scenario work in your favor?
4. What do you think that the most important issues are for your counterparty in the
negotiation?
5. What do you think is your counterpartys BATNA? Reservation price? Target?
6. What parts of the scenario work in your counterpartys favor?
7. What strategies will you be using in the negotiation? Do you want to make the opening offer?
Why or why not?
8. What strategies do you expect to see from your counterparty? How will you prepare to meet
those strategies?
9. Given your scenario, what other information is important for you to keep in mind while
negotiating?

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