Icarus_Memo_2023

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School

University of Wisconsin, Madison *

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Course

723

Subject

Management

Date

Feb 20, 2024

Type

pdf

Pages

Uploaded by KidTarsier2631

NEGOTIATIONS – Icarus Prep Memo Upload to Website At Least 1 Hour Before Negotiating Icarus Even though part of a team, do this memo on your own. I understand that things will be evolve as your team meets at the beginning of class on Icarus day. Write a brief memo laying out your approach to negotiation for this case. If you are on the Icarus Airlines team (Seller), address the memo to Grandfather Icarus. If you are on Carla Chang’s team (Buyer), address the memo to Carla Chang. You may not have an easy exact answer for all of the following. Reflect and do your best. 1. For three issues, report your target and your reservation point. What is your target and reservation point for the entire deal? 2. What do you think your counterpart’s reservation point is for these three issues? For the deal? 3. What is your overall “ BATNA ” or “Best Alternative to a Negotiated Agreement”? Remember that a BATNA is not a number (though it often can influence the reservation price calculation); it is a scenario (i.e., what do I do if no deal?). 4. What do you think your counterpart’s BATNA is? 5. What are two possible standards that will guide you? 6. What are possible interests that will guide you? 7. Name one standard that your counterpart will probably use. How might you argue against the validity of that standard? 8. What are your counterpart’s interests here? 9. What leverage do you have on your side? 10. Which of Shell’s four situations do you think this case best fits? (see pp. 106-109) 11. Give me a straightforward positioning theme for your team in the negotiation. Your memo should simply be a numbered list of answers to the 11 questions. The memo should be free from typos and from distracting grammatical errors. For full credit on this assignment you must address each of the 11 questions above. You may also find it helpful to bring a hard copy to use as a guide during the negotiation.

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Icarus_Memo_2023

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