Reference no: EM133187491

To celebrate the tenth anniversary of the company, Sahar would like to open a fifth store in her adopted hometown of Kingston. She has found an ideal location for the store in a newly renovated storefront that overlooks Kingston's Springer Market Square. Sahar calls the real estate company that owns the property, Colliers, to negotiate the terms of the lease. She must negotiate the price per month of the new lease, the size of the security deposit, the date that her company will move into the store, the number of spaces in the adjacent parking lot to which her employees will have access, and several other issues. The only other storefront that is currently available in Sahar's preferred location within Kingston is owned by another company, The Springer Group, and it is smaller, in worse condition, and more expensive than the new storefront about which she is speaking with Colliers.

EXPLAIN whether Yuliya's best alternative to a negotiated agreement (BATNA) with Colliers is attractive or unattractive, and how her BATNA should influence her approach to the negotiation with Colliers (i.e., how ambitious and demanding she should be during the negotiation with Colliers)