...PRE-AMBLE Role played: Federal Licensing Authority QUESTION 1 To non-Harborco: 1. Describe your assessment of Harborco’s leadership in the negotiation meeting? Harborco’s leadership in the negotiation meeting was good. They had total control of the direction of the meeting. They managed to get the meeting into the direction they wanted. Finally they manage to get the support from all parties involved in the negotiation. 2. What was the climate of the meeting; was it friendly or a lot arguments? The meeting was done in friendly, calm and sincere manner. Since the parties involved in the negotiation were expected to continue their relationship even after the conclusion negotiation therefore it was in the best interest of each party involved in the negotiation to be friendly to other parties during the negotiation. 3. How was your performance in the final deal? My performance in the final deal was good. I was able to maintain my position and got support from other parties during the negotiation. Finally I managed to get my BATNA. 4. What was your strategy to maximize your points? The strategies used to maximize my points were trade-off and log rolling. These strategies were used to gain support from other parties involved in the negotiation. 5. If you are now given the chance to play the role of Harborco, how would you have led the meeting? I would ensure that I would have total control of the direction negotiation in...
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...HARBORCO (ENVIRONMENTAL NEGOTIATOR) - PLANNING DOCUMENT Negotiation: __HARBORCO___________ Role: _ENVIRONMENTAL NEGOTIATOR What issues are most important to you? (list in order of importance) 1. Ecological Impact issues due to the construction of this port. This being the most important because the disruption of ecological settings will begin as soon as construction begins, so no room to try anything else to minimize this effect. 2. The industry mix that Harborco will be allowed to introduce. Even though there are legal limitations, “dirty” industries still cause short and long term havoc on the environment. 3. Voting on other issues strategically. While not trying to antagonize potential allies, an effort needs to be made to have a clear “win” on the issues, in hopes that other constituent environmental groups are impressed by the results and potentially boost contributions to the League. What is your BATNA? Reservation Price? Target? In this situation, it is very important for me to realize that I have a very weak BATNA. The BATNA is a government sanctioned degradation of the environment – Harborco is allowed to build a deepwater port including primarily dirty industries and causing serious damage to the ecology. For this reason, it is going to be very important for me to be able to influence the proposal, if at all it goes through. The target will be for me to convince the members to improve the ecological conditions around this site and restrict...
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...Journal- Harborco Background: In this negotiation exercise, I was assigned as the Seaborne Governor’s negotiator as part of a six member party meeting to negotiate a deal with Harborco to build and operate a deepwater port off the coast of Seaborne. The Governor on the whole was very interested in seeing this deepwater port built in Seaborne as she believes that the size of the project would provide the stimulus for a dramatic recovery in the state. However, as there were many parties involved in the meeting, each party had its own interests and objectives that they wished to obtain from the negotiation and the deal. The five main issues that were negotiated between the six parties were Industry Mix, Ecological Impact, Employment Rules/ Distribution, Federal Loans and Compensation to other ports. In particular the governor was interested in bringing federal money into the state as it would provide the governor with huge political leverage. Therefore, obtaining a huge federal loan was one of our main agendas that we wished to obtain from this negotiation. Next, the employment distribution was also important to the governor because of the political strength of labour unions in the state. The industry mix was also important in terms of economic stability and revenue in the long run for the region and the governor had expressed that “primarily dirty” industries were most desirable. In terms of the ecological impact the governor was not too concerned about the...
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...Negotiation happens every day in everyone’s life. People often refer negotiation only to major business decisions, lawyers settling legal claims, or trade exchanges among nations etc., but neglect the fact that we also involve in a negotiation process when dealing with relatively minor things. For example, friends negotiate where to dine, husband and wife negotiate who to do the laundry. When we fail to recognize that we are in a negotiation situation, or fail to negotiate effectively, we could only take the options whichever left to us. End up with a passive position could undermine our goals, or even put us in a worse-off situation. Throughout the whole week of intensive study in the negotiation course, I learned a lot both from the professor and course materials, and my course mates. Especially through participating in the different exercises and playing different roles, I learned a lot of useful skills from my counterparts. Their feedback also helped me to understand better the kind of negotiator I am and the areas I need to improve on. I currently work as a Financial Advisor at Sun Life Financial. My job is to provide my clients a holistic financial plan to build their financial security. But essentially, I am selling them financial products. In every client meeting, we are negotiating over price and product features. Clients are trying to pay as less as possible. I am trying to convince them to look at the long term benefits, which would cost them more money, but would...
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