CSR344 Exercise 15 Island Cruise Plan

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School

Purdue University *

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Course

344

Subject

Business

Date

Apr 3, 2024

Type

docx

Pages

Uploaded by Ameliadean

CSR344 Fundamentals of Negotiation Class Exercise 15 Island Cruise Negotiation Plan 1. Define your negotiating goal. To secure exclusive anchoring rights to the island 2. Define your interests (primary interest and secondary interests ). To maximize that number of passengers that can disembark And maximize profits To get promoted to the board of directors 3. List the major issues in the negotiation related to achieving the goal. Desert island is not very commercialized 4. Define the relative importance of each issue and define the bargaining mix. To allow the cruise ship to maximize profits while allowing passengers to have plenty of time to visit the island 5. Define your BATNA. authorized to pursue a dialog with the mayor of Desert Island in order to secure an agreement more beneficial to Island Queen, Inc 6. Define your limits or resistance points (when your bargaining mix has multiple issues, you should have a resistance point for each issue). Less than 3 visits per year More than 3 days per month Allowing less than 700 passengers per visit 7. Set your targets (when your bargaining mix has multiple issues, you should have a target point for each issue). Monthly two-day visits of 1,100 people 8. Set your opening bid (when your bargaining mix has multiple issues, you should have an opening bid for each issue). Monthly two-day visits of 1,100 people

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CSR344 Exercise 15 Island Cruise Plan

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