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Learning Goal: I’m working on a management discussion question and need an explanation and answer to help me learn.
Read the attached Case: Automated Intelligence Corporation to answer each question below. Provide a substantive response to each question. Answers should incorporate meaningful connections to supporting information
in the case. A minimum of two references are required.
What should be my “aspiration level” or target outcome, expressed in terms of the number of Precision shares for each AIC share?
Should I put the first numerical offer on the table or should I get Precision to make the first numerical offer?
If I were to make the first offer, what would it be (expressed in terms of the number of Precision shares for each AIC share?
What is the absolute minimum number of Precision shares per AIC share I would ultimately accept (i.e. BATNA) rather than discontinue negotiations?
Apart from any tactical choices in the upcoming negotiations, what do I honestly (and privately) think is the true value of or fair price for AIC in this potential transaction (expressed in terms of number of Precision shares for each AIC share)?
In order to generate the best possible outcome, what should be the specific elements of my overall approach to these negotiations?