Free Essay

Harborco

In: Business and Management

Submitted By darshaini
Words 1283
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HARBARCO Learning Points about Multiissue, Multi-party Negotiations
1. THEY INVARIABLY INVOLVE COALITIONS AND ALLIANCES. . ALLIANCES ARE TYPICALLY UNSTABLE.
3.

AN ANALYSIS OF ALLIANCES IS CRUCIAL TO SUCCESSFUL NEGOTIATION. LOOK FOR AGREEMENT ON PROCESS FOR DECIDING RATHER THAN FOCUSING ON OUTCOMES. · LOCATEAFACILITATOR TO IMPLEMENT PROCESS. ALWAYS BE CORDIAL I DON'T MAKE ENEMIES. DON'T ASSUME EVERYONE AT THE TABLE AGREEMENT.
W1~TS

4.

5. 6. 7.

8.

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 Pareto-superior to #20 Pareto-superior to #22 Pareto-superior to #47 Pareto-superior to #53

HARBORCO

Outcomes
ISSUES {alternatives2 PARTIES (points2
[55] [50] [50] [31] [65] [30]

Resistance Points
# IND

EC
2 2 2 2 2 2 2 3 3 3 3 3 3 3 3 3 3 3 3 1 2 1
1

EMP
1 2 2 3 3 3 3 1 2 2 2 3 3 3 3 4 4 4 4 2 2 3 3 3 2 2 2 3 3 3 3 3 4 2

FL
3 3 3 2 3 3 3 3 2 2 3 2 2 3 3 2 2 3 3 3 2 3 3 2 2 2 2 3 2 2 2
3

COM
4 3 4 3 2 3 4 5 3 4 5 3 4 4 5 2 3 2 3 4 3 3 4 3 4 3 4 4 2 3 4 3 4 3 4

HR
56 56 61 70 56 61 66 57 58 63 62 63 68 59 67 63 70 56 61 59 59 59 64 64 59 59 64 55 59 64 69 55 60 57

ER
25 25 25 25 25 25 25 55 55 55 55 55 55 55 55 55 55 55 55 22 47 22 22 47 47 47 47 47 47 47 47 47 47 47
77

UR
75 66 68 66 54 56 58 67 76 78 60 66 68 58 50 39 41 29 31 73 81 61

PR
40 51 36 44 49 34 25 46 31 21 44 29 34 19 33 38 58 43 40 50 53 38 48 39 50 35 40 63 48 33 53 38 34 35

FR
72 77

GR TOTAL
76 67 70 68 59 61 64 71 66 69 65 60 63 56 59 46 48 39 41 68 68 59 344 342 334 333 330 331 323 340 369 361 330 358 350 343 319 326 327 319 320 327 379 324

1 2 3 4 5 6 7 8 *9 10 11 *12 13 *14 15 16 17 18 19 20 24 21 22 28 23 24 25 26 27 28 29 30 31 32 33

1
1

1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 2 2 2 2 2 2 2 2 2 2 2 2 2 2 2 2

74 65
72

2 2 2 2 2 2 2 2 2 2 2 3

3 1 2

81 83 73 69 71 73 61 63 56 83

79 76 65 68 65 67 70 67 81 69 68 75 82 89 65 74 70 67 76 69 74 71 85 69 76 73 90 87 65 76

68 71 64 60 62 65 55 58 60 63

379 371 364 367 368 360 361 353 339 391

ISSUES (alternatives)
Resistance Points
#

PARTIES (points)
[55) [50] [50] [31] [65) [30]

IND

EC

34 35 *36 *37 38 39 *40 41 42 43 44 45 46 47 33 *48 *49 50 51 52 53 43 54 55

2 2 2 2 2 2 2 2 2 2 2 2 3 3 2 3 3 3 3 3 3 2 3 3

3 3 3 3 3 3 3 3 3 3 3 3 2 2 3 2 2 2 2 2 2 3 3 3

EMP 2 3 3 3 3 3 4 4 4 4 4 4 2 2 2 3 3 4 4 4 4 4 4 4

FL 3 1 2 2 2 3 1
1

2 2 3 3 2 3 2 2 2 2 2 2 3 2 2 2

COM 5 3 3 4 5 5 3 4 2 3 3 4 4 5 4 3 4 2 3 4 4 3 3 4

HR 56 63 57 62 70 61 70 75 59 64 55 60 56 55 57 56 61 58 63 68 59 64 56 61

ER
77 77 77 77 77 77 77 77 77 77 77 77

70 70
77

70 70 70 70 70 70 77

· · · ~·- · ·

lilt;

UR 65 81 71 73 65 55 56 58 44 46 36 38 63 45 83 51 53 24 26 28 18 46 26 28

PR 25 40 48 33 18 23 34 19 57 42 47 32 41 31 35 54 39 63 48 33 38 42 48 33

FR 78 65 81 78 66 80 70 67 79 86
97 65 67 76 70 67 68 75
72

86 86 80
77

GR TOTAL 360 59 64 390 54 388 57 380 356 60 349 53 52 359 351 55 40 356 42 357 35 350 342 38 63 358 327 59 391 63 54 355 347 57 40 323 42 324 316 45 38 309 42 357 344 34 37 336

HARBORCO

Strategies and Tactics for Negotiating in Groups

1. Share own and elicit others' interests

1. Seek similar others and construct an alternative that meets your collective interests

1. Open with a high, but not outrageously high demand

2. Consider many alternatives; be creative; look for ways to use available resources

2. Recruit just enough members to control the group's decision

2. Argue the merits of your alternative; do not reveal your interests

3. Don't just compromise; make trade-offs

3. Encourage interpersonal obligations among coalition members

3. Appear unable or unwilling to concede

4. Encourage positive relations

4. Encourage positive relations

5. Use threats, time deadlines, and promises, if necessary…...

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