Read your assigned role in the Navigational Systems case. Prepare for your negotiation by defining the following: Please check the "messages" module in the course. I sent an email with your particular assignment.
- The facts of the case
- Your BATNA
- The other side’s BATNA
- The interests of the other side
- Prioritize the issues for you and the other side
- The objective criteria you will utilize
- The people issues on the other side
- Possible mutual gains
- Your negotiation strategy & proposed settlements
- Possible tricks and tactics you might encounter
Sample Solution