COURSE: NEGOTIATION

ta. in the Complete quevtiens 1 to 12 after reading yeur assigaed script ONLY. 1. What are the issues to be negotiated? [Hint: The bargaining mis as infocmod in the case. List a many inues an you think are relevant for your role. You don't have th make up ismes filline the provided spoce, choose what is presented in the case! Answer questions two io five in the table below. Eypand the table as oeeded. If yoe tilentified many isves in the laut questico, liatut the number of iswes is the top five importasi issuec. 2. What are your priorities among the iswes in the negotiation mis? [Hint: Negotiation or Bargaining max are the anportant iwoet fhat obe party briaga to the negotiation table. It pays off to have a nanageabie number of iswee. Two of three iscoes are ideal; anything abeve five wounds mote impractical.] 3. What are the primary underiying intereste? [Hint: Why are you necotiating this lanie?]. 4. Oe each iseve, what are your target and walk-away point? 5. How many BATNA cas you identify? Elaborate on the BATNAs, and relate them to each negociation itsue. Module 5: Banery Electric Vehicle Case Page 2 of 3 6. Who are the important constituencics to whom you are accountable, if any? [Hint. The Ficle Analys - Coastinucncics ase the relationship with then in ose way of another I 7. To what exteat do you know about the other negotiator's goals, Essues, and resigance peints? [tiet Only meaticen the infomation that is waitable to you within the cacel Elaboratel] 12. What protocol is essential for this negotiation: wbere to negotiate, when to negotiate. Who is preient for the negotiation, agenda to ta. in the Complete quevtiens 1 to 12 after reading yeur assigaed script ONLY. 1. What are the issues to be negotiated? [Hint: The bargaining mis as infocmod in the case. List a many inues an you think are relevant for your role. You don't have th make up ismes filline the provided spoce, choose what is presented in the case! Answer questions two io five in the table below. Eypand the table as oeeded. If yoe tilentified many isves in the laut questico, liatut the number of iswes is the top five importasi issuec. 2. What are your priorities among the iswes in the negotiation mis? [Hint: Negotiation or Bargaining max are the anportant iwoet fhat obe party briaga to the negotiation table. It pays off to have a nanageabie number of iswee. Two of three iscoes are ideal; anything abeve five wounds mote impractical.] 3. What are the primary underiying intereste? [Hint: Why are you necotiating this lanie?]. 4. Oe each iseve, what are your target and walk-away point? 5. How many BATNA cas you identify? Elaborate on the BATNAs, and relate them to each negociation itsue. Module 5: Banery Electric Vehicle Case Page 2 of 3 6. Who are the important constituencics to whom you are accountable, if any? [Hint. The Ficle Analys - Coastinucncics ase the relationship with then in ose way of another I 7. To what exteat do you know about the other negotiator's goals, Essues, and resigance peints? [tiet Only meaticen the infomation that is waitable to you within the cacel Elaboratel] 12. What protocol is essential for this negotiation: wbere to negotiate, when to negotiate. Who is preient for the negotiation, agenda to