1. What are the interests and needs of the Buyer and Seller in this Negotiation
scenario? Do they have common interests?
2. Define the STAKE of the negotiation. What is being negotiated?
3. Define the Most Desired Outcome (MDO) and the Least Acceptable Agreement
(LAA) for UNIVEG.
4. Define the Most Desired Outcome (MDO) and the Least Acceptable Agreement
(LAA) for FRESH PRODUCE INC.
5. If you were UNIVEG what is your BATNA?
6. If you were FRESH PRODUCE INC. what is your BATNA?
7. If you were UNIVEG what would be your: a) Opening Offer (where would you start?)
b) Your initial Strategy? c) What would be your initial concessions?
8. If you were FRESH PRODUCE INC. what would be your: a) Opening Offer (where
would you start?) b) Your initial Strategy? c) What would be your initial
concessions?
