Free Essay


In: Business and Management

Submitted By Adlan
Words 735
Pages 3

Role played: Federal Licensing Authority


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 order for me to get the desired outcome and I would also ensure that the negotiation is done in calm, friendly and sincere manner.


If you are DCR that gave $3 billion to Harborco, then you should know that it is a rare occurrence. How did this happen?

This could only happen if Harborco managed to convince other parties in the negotiation to take side with them in pressuring DCR to give the $3 billion loan.


If you are not the other ports, please comment what would you have done as other ports where there is a proposal from Harborco to develop another large port?

If I were the other ports, I would reject the proposal to develop another large port unless I was compensated handsomely for the loss income that will be incurred in the future. I would form a coalition with other parties in the negotiation to pressure and threat Harborco for good deal for myself and the members of the coalition.


Did any parties try to form coalition in your negotiation group? Was the coalition stable?

Yes, there were parties in the negotiation that formed up a coalition. However, the coalition was unstable when Social Dilemma came into play. Each party was wary that other parties in the negotiation would betray them by having secret deal with Harborco in order to get the benefit for themselves only.


1. What was the effect of having to vote?

The effect of having to vote was ensuring an agreement could be reached in a definite time period. Voting is an ultimatum mechanism to ensure the parties in the negotiation to make a decision at a certain time.

2. What was effective in helping you understand the other party’s position of the issue?

The vote cast by each party in the negotiation was effective in help me to understand the position of the other party in certain issue.


What was the implication of what you have learned from the Harborco exercise for running the meeting?

I have learned the importance of forming a coalition or having allies in the negotiation against a stronger party. I have also learned that coalitions are fragile. The coalition is stronger when the members of the coalition have common interest in the issue that bind the coalition together. I have learned that when the coalition has become weak and can no longer maintain a blocking coalition then there is a need to consider a cooperation with the opposing party.


1. If you were Harborco, would your approach and strategy in the negotiation change, if you knew about the need and interest and BATNA of all parties?

The question is not applicable since the role played was FLA.

2. What would then be your proposal for voting 1st vote, 2nd vote and the final vote? The question is not applicable since the role played was FLA.

Similar Documents

Free Essay


...DON'T ASSUME THAT SOME PARTIES HAVE NO PREFERENCES. PARTIES THAT REVEAL THEIR TRUE INTERESTS DO NOT NECESSARILY DO BETTER THAN THOSE WHO REMAIN SILENT OR BLUFF. THE ADVANTAGES OF REVEALING ALL OF ONE'S CONCERNS ARE WORTH PURSUING CAREFULLY. 9. HARBORCO Summary of Points Harborco Env Ports Gov DCR Unions 1. 2. 3. 4. Union preference 2:1 1:1 No preference 0 5 10 17 35 29 20 0 0 5 10 15 23 55 0 0 0 0 0 0 0 0 0 0 0 0 0 50 12 8 6 0 0 8 13 24 18 12 0 40 30 23 0 0 2 4 7 10 30 0 2 4 9 10 26 40 0 4 8 15 12 0 65 42 35 25 0 30 20 10 0 2 4 6 8 0 50 2. $2B 3.$1 B 4. None 1. $600 M 2.$450 M 3. $300M 4. $150M 5. No 18 60 45 30 15 0 31 Reservation Price HARBORCO Solution Set Notes on Interpreting the Chart 1. Left half identifies the agreement for you. The first row reads: 1 2 1 4 3 and means • Outcome 1 on industry mix (primarily dirty) • Outcome 2 on ecological impact (maintain/repair) • Outcome 1 on employment (unlimited union preference) • Outcome 3 on federal loan ($1 billion) • Outcome 4 on compensation (no compensation) 2. Right half tells you the total number of points each party earns. The maximum possible for each party is shaded. The first row reads: 56 points for Harborco 25 points for environmentalists, etc. 3. There are 55 possible agreements 9 with consensus (with an *) 4 that are pareto inefficient (boxed) • #24 • #28 • #33 • #43 is is is is...

Words: 1283 - Pages: 6

Premium Essay

Harborco (Environmental Negotiator) -Planning Document

...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......

Words: 885 - Pages: 4

Premium Essay

Integrative Negotiations

...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...

Words: 1663 - Pages: 7

Premium Essay


...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......

Words: 2101 - Pages: 9