Case Study Back To Top Negotiation Scenario Paper Write a two-page paper creating a negotiation scenario based on two people negotiating the price of a used car. In writing the scenario, describe the following: Who are they? What are their roles in this negotiation? What do they want? (the object of negotiation) Why do they want it? (their interests) What alternatives do they have for obtaining it? What power do they have in this negotiation? (What is their bottom line, or BATNA [Best Alternative to a Negotiated Agreement]?) What is each party’s relationship with the other party? (What importance do they give the relationship? To what extent do they want to preserve or improve it? Are they bothered if it deteriorates?) What influence does each party have over the other? What external pressures are there – if any – on the parties? Write how the scenario ends, and comment on which among the two individuals was a better negotiator.