Case 4 Bakra Beverage

Case 4 - Pre-Negotiation Journal

Student Name: Write your answer in this space.

Directions:  In the provided text box (accessible only to you, the instructor, you will answer some questions about your role, your goals, and planned strategy for each negotiation. Also include your thoughts about the following:

Define your role; What are your goals and your planned strategy

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Who will you be negotiating with? For example: I am Bakra’s Beverage Sales Director and I have to negotiate with BebsoCo’s Director of Middle East Operations - Explain your goals and the steps you plan to follow to achieve your planned strategy.

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What are your strengths and weaknesses on this negotiation? – Please explain the reasoning behind each strength or weakness.

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What is your BATNA (Remember that BATNA is your best alternative course of action) and reservation point?

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What is your specific goal (s) (Aspiration Point (s)) for what you can achieve in this negotiation?

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What are your thoughts about what your counterpart will want or expect in this negotiation?

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