CEO POINT OF VIEW (start over with FOCUS GROUP MEMBER POINT OF VIEW)

Following is CEO’s point of view. CEO enters her Initial Proposal of $5, which can be seen on the right side. She is willing to pay more for the valuable information that Focus Group Member will give when filling out the questionnaire.

CEO thinks that a fair settlement would be somewhere between $20 and $45 so she has set her Walkaway at $45. She could pay more, but agreeing to high amounts would exhaust their budget too quickly. At the left end of the red zone, below her Walkaway is Focus Group Member’s Initial Proposal of $250. That is much too high but CEO is not concerned. An arbitrator will help settle this if necessary. CEO ends Session 1 by accepting $40. Wow! They’ve reached an agreement of $30. CEO is pleased to have reached an agreement so quickly.