Reference no: EM133169714

SETTING YOUR TARGET

The Organizer of the 2022 AOM Convention

The Rank Order of the Four Issues for the 2022 AOM Convention Organizer:

1. Room rates are her most important issue

2. The block reservation period is her second most important issue

3. The convention cancellation period is her third most important issue

4. The individual late reservation cancellation period is her fourth most important issue

The AOM Conference Organizer's BATNA:

1. $190 per person single, $115 per person double

2. 17-day block reservation period

3. 100-day convention cancellation period

4. 21-day individual late cancellation period

Conference Organizer's Resistance Point

1. 11-day block reservation period

Simons and Tripp (1997) provide guidance concerning "setting your target" and the "setting your target" issue was covered in Week 4 Tutorial. Provided above, is the information concerning the organizer's Best Alternative To a Negotiated Agreement (BATNA) and Resistance Point. Utilize these resources when you answer the following question concerning "The Negotiation Checklist: What is Your Target?"

Given the convention organizer's BATNA and Resistance Point and Your (the ICC Sales Manager's) Scoring System, BATNA, and Resistance Points, which of the following would be your most appropriate target (the/those that would yield the greatest value for you (the ICC Sales Manager) amongst those viable options listed below)?

Select one or more:

90-day convention cancellation period; $190 per person single, $115 per person double; 21-day individual late cancellation period; 21-day block reservation period.

100-day convention cancellation period; $190 per person single, $115 per person double; 17-day individual late cancellation period; 10-day block reservation period

100-day convention cancellation period; $195 per person single, $120 per person double; 21-day individual late cancellation period; 21-day block reservation period

100-day convention cancellation period; $175 per person single, $110 per person double; 17-day individual late cancellation period; 11-day block reservation period.

90-day convention cancellation period, a $185 per person single, $115 per person double room rate, a 17-day individual late cancellation period, and an 11-day block reservation period. Total Score (Value): 75 Points.

95-day convention cancellation period; $190 per person single, $115 per person double; 11-day individual late cancellation period, and an 11-day block reservation period.

96-day convention cancellation period; $190 per person single, $115 per person double; 14-day individual late cancellation period, and an 11-day block