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Case Analysis Response Template – Cinnamon Case Student Name: S1. Issues 1. 6. 2. 7. 3. 8. 4. 9. 5. 10. S2-5. Rank Order Issue Primary Underlying Interest Target Point My BATNA Walk-away Point 1. 2. 3. 4. 5. S6. S7. S8. S9. S10. S11. S12. B1. Issues 1. 6. 2. 7. 3. 8. 4. 9. 5. 10. B2 – 5. Rank Order Issue Primary Underlying Interest Target Point My BATNA Walk-away Point 1. 2. 3. 4. 5. B6. B7. B8. B9. B10. B11. B12. Page 2 of 2 Microsoft Word - Case Analysis Questions - Cinnamon Case .docx Case Analysis Questions – Cinnamon Case Page 1 of 5 To demonstrate our understanding of the negotiation topics studied so far, we apply our understanding in analyzing the assigned case. Review the questions below, and answer them in the case analysis response template. You can download the response template using the provided link on Module 3. Important Notes: 1- In answering the following questions, only use the information made available to you in the case. Do not do any outside research. 2- This is an individual assignment. 3- Use this document to see the questions and the hints. Then use the blank response Word document to type in your answers. 4- Upload your final file to the designated folder per instructions on Blackboard's assignment page. 5- Blackboard checks your submission for originality. Answer the questions in your original wording and thinking. If your submission is similar beyond 10% of its content, you will not receive a grade for this submission. Blackboard picks up similarity with other students' submission, the textbook, and anything posted on the internet! Blackboard reveals to you the similarity percentage a while after your submission is processed. If it is above 10%, redo your work and resubmit. 6- Do not copy and paste the questions from this document to the response template. Blackboard picks them up as plagiarism! 7- The ideal word count of your submission is between 500 to 1000 words. Case Analysis Questions – Cinnamon Case Page 2 of 5 The SELLER’s side: Complete questions S1 to S12 after reading the seller’s part of the case ONLY. S1. What are the issues to be negotiated? [Hint: The bargaining mix as informed in the case. List as many issues as you think are relevant for the seller.] Issues 1. 6. 2. 7. 3. 8. 4. 9. 5. 10. Answer questions two to five in the table below. Expand the table as needed. If you identified many issues in the last question, limit the number of issues to the top five important issues. S2. What are the seller’s priorities among the issues in the negotiation mix? [Hint: Negotiation or Bargaining mix are the important issues that one party brings to the negotiation table. It pays off to have a manageable number of issues. Two or three issues are ideal; anything above five sounds more impractical.] S3. What are the primary underlying interests? [Hint: Why are you negotiating this issue?] S4. On each issue, what are the seller’s target and walk-away point? S5. How many BATNA can you identify for the seller? Elaborate on the BATNAs, and relate them to each negotiation issue. Rank Order Issue Primary Underlying Interest Target Point My BATNA Walk-away Point 1. 2. 3. 4. 5. Case Analysis Questions – Cinnamon Case Page 3 of 5 S6. Who are the important constituencies to whom the seller is accountable if any? [Hint: The Field Analysis – Constituencies are the parties that are not at the negotiation table. They are sitting at the sidelines and watching you or your opponent negotiate. Constituencies have a direct interest in the outcome of the negotiation. Your negotiation outcome affects the constituents or your relationship with them in one way or another.] S7. To what extent does the seller know about the other negotiator’s goals, issues, and resistance points? [Hint: Only mention the information that is available to you within the case.] S8. What overall strategy do I want to pursue if I were the seller? [Hint: Integrative or Distributive? Elaborate!] S9. What should be the seller’s opening stance? [Hint: refer to your textbook for typical approaches.] S10. What should be the seller’s approach to generating solutions or applying tactics? [Hint: refer to your textbook for typical approaches.] S11. How should the seller close the deal? [Hint: refer to your textbook for typical approaches.] S12.What protocol is essential for this negotiation: where to negotiate, when to negotiate, who is present for the negotiation, agenda to be followed, note-taking? Also, what to say and how to say it! [Hint: use your creativity and intuition here!] Case Analysis Questions – Cinnamon Case Page 4 of 5 The BUYER’s side: Complete questions B1 to B12 after reading the buyer’s part of the case. B1. What are the issues to be negotiated? [Hint: The bargaining mix as informed in the case. List as many issues as you think are relevant for the buyer.] Issues 1. 6. 2. 7. 3. 8. 4. 9. 5. 10. Answer questions two to five in the table below. Expand the table as needed. If you identified many issues in the last question, limit the number of issues to the top five important issues. B2. What are the buyer’s priorities among the issues in the negotiation mix? [Hint: Negotiation or Bargaining mix are the important issues that one party brings to the negotiation table. It pays off to have a manageable number of issues. Two or three issues are ideal; anything above five sounds more impractical.] B3. What are the primary underlying interests? [Hint: Why are you negotiating this issue?] B4. On each issue, what are the buyer’s target and walk-away point? B5. How many BATNA can you identify for the buyer? Elaborate on the BATNAs, and relate them to each negotiation issue. Rank Order Issue Primary Underlying Interest Target Point My BATNA Walk-away Point 1. 2. 3. 4. 5. Case Analysis Questions – Cinnamon Case Page 5 of 5 B6. Who are the important constituencies to whom the buyer is accountable if any? [Hint: The Field Analysis – Constituencies are the parties that are not at the negotiation table. They are sitting at the sidelines and watching you or your opponent negotiate. Constituencies have a direct interest in the outcome of the negotiation. Your negotiation outcome affects the constituents or your relationship with them in one way or another.] B7. To what extent does the buyer know about the other negotiator’s goals, issues, and resistance points? [Hint: Only mention the information that is available to you within the case.] B8. What overall strategy do I want to pursue if I were the buyer? [Hint: Integrative or Distributive? Elaborate!] B9. What should be the buyer’s opening stance? [Hint: refer to your textbook for typical approaches.] B10. What should be the buyer’s approach to generating solutions or applying tactics? [Hint: refer to your textbook for typical approaches.] B11. How should the buyer close the deal? [Hint: refer to your textbook for typical approaches.] B12.What protocol is essential for this negotiation: where to negotiate, when to negotiate, who is present for the negotiation, agenda to be followed, note-taking? Also, what to say and how to say it! [Hint: use your creativity and intuition here!] THE CINNAMON CASE: SALES NEGOTIATION (ROLE PLAY) — (B) THE BUYER W12259 THE CINNAMON CASE: SALES NEGOTIATION (ROLE PLAY) — (B) THE BUYER Samish Dalal and Rajiv Agarwal wrote this case solely to provide material for class discussion. The authors do not intend to illustrate either effective or ineffective handling of a managerial situation. The authors may have disguised certain names and other identifying information to protect confidentiality. 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[email protected]; www.iveycases.com. Copyright © 2012, Richard Ivey School of Business Foundation Version: 2017-02-21 You are the owner of Offshoot Intermediaries Limited, a family-run enterprise that offers various drug formulations and baby food products. You enjoy a healthy market share in the baby food market. You also have a good reputation within the market because you are very prompt in your payment terms. Your contacts in the government inform you that an ordinance is going to be issued that mandates the use of a specific set of ingredients in baby foods; one of these ingredients is high-grade cinnamon. The