RESERVATION $18.2 MM $18 MM PRICE TARGET/ $30MM $30MM ASPIRATION WHAT IS YOUR OPENING MOVE? INITIAL STRATEGYAND CONTINGENCY PLANS: At this point, the other party would come in the room with the plan of exchanging whole packages and following all the methods laid out in class to increase joint value and then sharing value. I would disrupt this thought by coming in with asking for IP for the gate or no deal. That is a single most important factor in the NPV of the negotiation and I want to have that before proceeding with the negotiation. I would expect the other party to give it to me, because there are sources of many joint gains in this negotiation. I would be more flexible on other issues