Harborco - Planning and Strategy, a Summary, and Lessons Learned from the Negotiation

Harborco

Tim Emmert

BA 322

Laurie Breakey

Tim, Ben, Dave, Betsy, Bob, and Laurie were the negotiators for the negotiation titled Harborco. The following paper will discuss the planning and strategy, a summary, and lessons learned from the negotiation.

Planning/Strategy

During the like roles meeting Tim and Jeanette discussed different approaches to the negotiation. Tim and Jeanette, as environmental league negotiators, were only concerned with two of the many issues scheduled to be discussed. These issues were the industry mix and the ecological impact. The team decided to set their opening and target for the industry mix at all clean. The reserve for the issue was set at clean/dirty. The opening and target for the ecological impact issue was set at improve. The reserve was decided to be maintain/repair. The team also noticed that in order to approve a proposal they would have to meet at the very least one of their targets and the other issue would have to be at the reservation point. This combination was the only way for Harborco to get the approval of the environmental league negotiator. Harborco's opening was already known to be set at primarily dirty for the industry mix and some harm for the ecological impact. The opening, target, and reserve were unknown for the other negotiators. The environmental league negotiators BATNA was if there was not enough points earned to approve the proposal, he or she would not approve it and still receive fifty points. The team also understood that if there were not enough points to approve the proposal the pie would not be expanded to greatest potential. Tim and Jeanette believed that all members would have to approve the proposal in order to reach pareto optima.

Summary of Negotiation

Harborco started off the negotiation by asking if the negotiators would meet with him individually first. This strategic move caused some conflict and was only supported by two negotiators. Harborco's first proposal was not approved. Harborco's second offer to the environmental league negotiator was clean/dirty and maintain/repair. This offer yielded forty seven points, which was not enough to win Tim's vote. During the last proposal all the negotiators were able to approve the proposal except Tim. This angered Harborco and was almost ready to accept the total proposal without the environmental league negotiator's approval. After a brief discussion between Harborco and the other negotiators Ben agreed that Tim would have to be included in order to reach pareto optima. Tim and the others finally agreed on clean/dirty and improve for the two outstanding issues. After the proposal was approved by all, the negotiators went through their options to make sure there were no other possible ways to gain points for the entire group. This procedure is called post settlement-settlement. This would almost guarantee the group a third level pareto optima. During debriefing, it was discovered that the group indeed

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