Case Analysis Document - Cinnamon Case 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? Orde Issue Primary Underlying Interest Target Point My BATNA Walk-away Point 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.]