Self-Assessment 1. What are the issues in the negotiation? The main issue in the negotiation is the sale of the loading area in Building 12 to Blue Sky Foods. 2. What are your interests (and position)? ACME Development Corporation's interest is to sell the loading area for the highest possible price to maximize its profits. ACME's position is to leverage the potential sale of the loading area to Blue Sky Foods to secure the best deal. 3. What are your alternatives? Alternative 1 is to sell the loading area to Blue Sky Foods at a favorable price. Alternative 2 is to sell the loading area to Brewer's Beers at their offered price of $135,000. 4. What is your BATNA (and how can you improve your BATNA)? ACME's BATNA is to sell the loading area to Brewer's Beers for $135,000. To improve the BATNA, you could explore other potential buyers or wait for more favorable market conditions to sell the loading area. 5. What is your target price? ACME's target price is to sell the loading area for an amount significantly higher than the $135,000 offered by Brewer's Beers. However, the exact target price may depend on the perceived value of Blue-Sky Foods. 6. What is your reservation price? ACME's reservation price is the minimum amount they are willing to accept for the loading area. It should be higher than the $135,000 offered by Brewer's Beers, but the specific amount would depend on the cost of land and the potential value to Blue Sky Foods.Assessment of the Other Party 8. Who are the other party? The other party is Blue Sky Foods, the upscale organic grocery store that occupies Building 11. 10. What are the other party's interests (and position)? Blue Sky Food's interests may include expanding its operations, securing additional space for merchandise storage, and maintaining a harmonious relationship with the property owner ACME Development Corporation. Their position in the negotiation is to acquire the loading area at a favorable price. 11. What are the other party's alternatives? Blue Sky Foods alternatives may involve looking for alternative storage solutions or negotiating with other property owners for additional space. 12. What is the other party's BATNA? Blue Sky Foods' BATNA is to find an alternative storage solution at a cost lower than what ACME is willing to accept for the loading area. 13. Any options for mutual gain? Options for mutual gain could involve flexible payment terms and potential long-term lease sale prices. Your strategy or plan for this negotiation (with supporting arguments/reasons) Research: Gather information about Blue Sky Foods storage needs, business growth plans, and financial capacity to determine the loading area's value to them. Set a favorable opening offer: Start negotiation with an offer that is higher than the $135,000 offered by Brewer's Beers but below the target price. This allows room for concessions while ensuring you're not starting at your reservation price. Highlight benefits: Emphasize the convenience and potential value that the loading area could bring to Blue Sky Foods operations, such as an increased storage space and easier inventory management. Explore payment terms: Consider offering flexible payment terms, such as installment payments or a lease-to-own option, to make the purchase more attractive to Blue Sky Foods