Negotiation Case Study

824 Words4 Pages
Negotiation Case Study

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 par...
Open Document