Question: A . Read the cases below prior to taking this exam: Cinnamon Case - The Buyer Sally Soprano B . Analyze the cases, by answering

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Read the cases below prior to taking this exam: Cinnamon Case

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The Buyer Sally Soprano B

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Analyze the cases, by answering the questions below for your own record. I would recommend that you take note of your thoughts and analysis and put them into writing prior to taking the exam

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for each case: What is the bargaining mix? What is the BATNA

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WATNA

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resistance point? Who are the constituencies? How should you as the negotiator prepare for the negotiation? What strategy should you use as the negotiator? What tactics should you use as the negotiator?

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