The BUYER’s side: Complete questions B1 to B10 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.]

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 top five important issues.

B2. What are buyer’s priorities among the issues in the bargaining mix? [Hint: Rank order the bargaining mix]

B3. What are the primary underlying interests? [Hint: Why are you negotiating?]

B4. On each issue, what is buyer’s walk-away point (limits) and BATNA?

B5. What are buyer’s target points and opening requests on these issues?

Order	Issue	Primary Underlying Interest	Target Point	My BATNA	Walk-away Point
1.
2.
3.
4.
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.]

B7. What do the buyer know about the other negotiator’s goals, issues, and resistance points? [Hint: Only mention the information that is available to you with in the case.]

B8. What overall strategy do I want to pursue, if I were the buyer? [Hint: Integrative or Distributive? Elaborate!]

B9. What does the buyer need to assemble – research, documents, charts, graphs, and so on – make the most effective presentation on what the buyer wants to achieve? What tactics does the buyer need to present arguments or defend against the other negotiator’s arguments?

B10.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!

CORVID-19 has caused a global pandemic that has caused widespread illness and death and has wreaked havoc on the world’s economy. If we compare it to the pandemic of 1918 we find many of the issues that arose then are arising today. For example, during that epidemic, some experts recommended face coverings, yet many people refused to use them. One advantage we have is current and potential technology. The slide presentation described promising technology that may prove to be effective tools against the next pandemic. For this discussion forum, respond to the following question: Which two technologies, described in the special topics lecture, do you think have the most potential for improving outcomes for CORVID 19 and future similar pandemics? Explain why you selected each one. Please refer to the syllabus for the requirements and grading of the discussion forum. Please respond to one other student’s post.