For this case you are to complete Table 4.2 HIT list for the scenario.

1. You can make an expanded HIT list if you want to give details on the points that you will negotiate first, second, and so on. Do not use the examples already listed.

2. Identify the interests of both parties and include them in your expanded HIT list. Use Table 4.4 Simplified Interest Grid for guidance.

This report should be 1 to 2 pages

CASE 4.2: THE RICHT HOTEL, THE RICHT DEAL You are jeeking a large hotel to host a comwmtion in Singapote There ase many hotels and the convention will start the yvar after nent, wo you hne much time and veveral choicrs. Belote you tak to the hoted you preder mong. you must think atout the need. You expect to have about 1000 attendees over 3 daya. The hotel has only 200 roons so you hope to reserve all or mout of them for your aftrondets und a ietr below the event, in would be bet to block them unta two weels belore the everk, be, weally, the atendees should plan and numene four bo eight neeks in advance. The retal cost of a hotel room is 1250 Us (abous, 2000 HEDh, and the is certainly too expenshe for most of your atiendees, so you feel it is necticary to bower the price to at mort 5190 pes night. You could guarantee some of thove room will be filled, but you are nervosi about guaranteeing all of them, af coure. Breablasts at the hotel are cuite expensive in addifion to the hotel room. so you would ble to secure free breaifasts lor yout tos stalf memben and a 20-50\% dacount for al conberence attendees. You know that the hold unaly otlers free access to the swimming pool but you have heard the pool is smal and crowded, so if, might not wally be sultul for your attendees. The fesess room, hovever, is uppoued to be quile good, bet is not bee Now convider the items you need to get, would lit it get, and coold trase. Ust them aperoprately in Table 4.2. Uhe the simple table (Table 4.2) below foe your HIT lat The HIT Lie in Tale 4.2 is eavy to munage and uscfall, but in in oely \# starting point, We san atrpove on at. Crae of the amptovrenect well be adding stop betvers your sarting perint and your axceptahle memas movre pains. How to determine interests Don't take your boss's list of preferred outcomes as the final list of your own interests, investigate all interests of all parties thoroughly. Most business negotiations involve money, but there may be many more issues and interests. Start with the ones in the interest grid below and add to the categories. Structure and planning 53 TABLE 4.4 Simplified interest grid CASE 4.2: THE RICHT HOTEL, THE RICHT DEAL You are jeeking a large hotel to host a comwmtion in Singapote There ase many hotels and the convention will start the yvar after nent, wo you hne much time and veveral choicrs. Belote you tak to the hoted you preder mong. you must think atout the need. You expect to have about 1000 attendees over 3 daya. The hotel has only 200 roons so you hope to reserve all or mout of them for your aftrondets und a ietr below the event, in would be bet to block them unta two weels belore the everk, be, weally, the atendees should plan and numene four bo eight neeks in advance. The retal cost of a hotel room is 1250 Us (abous, 2000 HEDh, and the is certainly too expenshe for most of your atiendees, so you feel it is necticary to bower the price to at mort 5190 pes night. You could guarantee some of thove room will be filled, but you are nervosi about guaranteeing all of them, af coure. Breablasts at the hotel are cuite expensive in addifion to the hotel room. so you would ble to secure free breaifasts lor yout tos stalf memben and a 20-50\% dacount for al conberence attendees. You know that the hold unaly otlers free access to the swimming pool but you have heard the pool is smal and crowded, so if, might not wally be sultul for your attendees. The fesess room, hovever, is uppoued to be quile good, bet is not bee Now convider the items you need to get, would lit it get, and coold trase. Ust them aperoprately in Table 4.2. Uhe the simple table (Table 4.2) below foe your HIT lat The HIT Lie in Tale 4.2 is eavy to munage and uscfall, but in in oely \# starting point, We san atrpove on at. Crae of the amptovrenect well be adding stop betvers your sarting perint and your axceptahle memas movre pains. How to determine interests Don't take your boss's list of preferred outcomes as the final list of your own interests, investigate all interests of all parties thoroughly. Most business negotiations involve money, but there may be many more issues and interests. Start with the ones in the interest grid below and add to the categories. Structure and planning 53 TABLE 4.4 Simplified interest grid