Analyzing a business negotiation about the process of how Lenovo brought whole IBM’s computer manufacturing business

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Submit the first draft of your 5-7 page double space paper analyzing a business negotiation about the process of how Lenovo brought whole IBM’s computer manufacturing business. You do not have to have a complete draft done by then, but I want to see progress. Your paper should have the following sections. 1. Synopsis of the negotiation and its outcome. 2. Party 1’s BATNA, reservation point, target point, positions and interests (as best as you can assess them) 3. Party 2’s BATNA, reservation point, target point, positions and interests (as best as you can assess them) 4. Party 1’s strength and weaknesses–leverage points, ability to use authoritative standards and norms–did they favor this party? 5. Party 2’s strength and weaknesses—leverage points, ability to use authoritative standards and norms–did they favor this party? 6. Analysis of the negotiation and final agreement. Things to consider: Was it distributive, integrative, or both? If integrative, where on the pyramid did it fall, and how was additional value created? For distributive aspects, did each party meet or exceed their reservation point? What concessions were made by each side, and how would you characterize them? Were contingency contracts used? Did third parties get involved and how useful was their role? Did the choice of communication methods help or hinder the negotiation? What ethical issues did the negotiation present, and how were they addressed? What cultural issues did the negotiation present, and how were they addressed. 7. Reference list

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