1. Facts: Provide a brief overview of key events (How was the time allocated? Offers:
opening-offer and counter-offer, as well as progression of offers? How was information
exchanged? Were there pivotal turning points?)
It is the first time that we have six parties negotiation and five different issues to talk
about. In this case, my partner and I represent other ports. We have five topics to talk about
since it is Harborco who wants to make the project, the representative from Harborco tries
to make a deal among our six parties. Harborco first makes an offer of clean/dirty industry
mix, maintain & repair ecological impact, union quota 2:1, $2 billion federal loan and
$300 million compensation to other ports. Most of the parties are not satisfied with this
offer so four of us reject this offer. Then each of us says what is most important to
ourselves and Harborco tries to make a balance between us. It seems to us that the highest
compensation other ports can get is $300 million so we try to earn more points in other
fields, like industry mix and employment rules. Finally, we come to an offer that satisfies
all parties, that is primarily dirty industry mix, improve ecological impact, $2 million
federal loan and $300 million compensation for other ports. To me the turning point is
someone suggests that is someone still highlight his own benefits and dont want to make
any sacrifice, he will be kicked out. I think every one is afraid of being excluded from the
contract so then we could reach an agreement.
2. Tools/Concepts: What did you learn about bargaining or conflict management from this
situation and how do the concepts presented in the lecture or readings enrich your
understanding of the process of this negotiation, its outcome, or your own style?
I learned there are three kinds of strategies for team negotiation. Before the negotiation, I
havent thought about there is so many strategies I could use and the only strategy is to
cooperate with others and get the most.
The first strategy is mutual strategy. Under this strategy, one needs to share own and elicit
others interests. He also needs to be creative because he needs to offer many choices and
encourage positive relations. In this case, I think Harborco is using this strategy because he
wants the other to approve the project and if everyone agrees he could get 10 more points.
