To prepare for your “role” (buyer vs. seller), you will need to read the confidential information about your role. The confidential information will be emailed to the buyers and sellers separately. This is an individual assignment. Please read your role confidential information, prepare for a planning document.

Your Planning Document should cover, but not limited to, the following:

(1) Issues to be negotiated;

(2) Your position and interests on each of the negotiation issues;

(3) The priority of each of negotiation issues;

(4) Your BATNA and Reservation Point;

(5) Your Target Point;

(6) Your sources of power and negotiation strategies;

(7) Your best estimate of your negotiation opponent’s position, interests, BATNA, reservation point etc.

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