Negotiations

This is a simulation, of a negotiation, the paper should be written on the way If only one side would have been
seen.
Instructions
The paper requires you to 1) prepare for a negotiation, 2) to engage in the negotiation and 3) to report to me on
your experiences. The scenario, contained in confidential instructions below, concerns negotiations between an
opera singer’s (Cindy O’Singer) agent and the Vienna Voice Opera.
You must:

1. Agree with your counterparty which role you will play – that of the Agent or that of the Opera.
2. Read and consider the confidential instructions for your character.
3. Prepare a Preparatory Memorandum for the forthcoming negotiation, paying attention to the following -
   amongst other things:
   a. What things might you do if you do not reach an agreement at the bargaining table?
   b. What strategies will you use in the negotiation?
   c. What is your Best Alternative to a Negotiated Agreement (BATNA)?
   d. What is the value of the BATNA in terms of the “currencies” that will be on the table in the negotiation, e.g.,
   is it euros, or publicity, or risk, etc.?