Case Analysis Document Cinnamon Case

The BUYERs side: Complete questions B1 to B10 after reading the buyers 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 buyers 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 buyers walk-away point (limits) and BATNA?

B5. What are buyers 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 negotiators 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 negotiators 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!