Deeport

General: What happened; what was the outcome; were you successful or not; why and why not;

This was an interesting negotiation in that some parties had integrative interests whereas others had distributive ones and the party proposing the terms had completely distributive interests. My position was closely aligned with Deeport so this negotiation was relatively easy for me. Deeport was in support of most of my issues from the beginning and my role was mainly as a mediator between Deeport and the parties that had string feelings about environmental issues. Deeport did a very good job of keeping feelings about proposals secret. At no time did any other party know how close of how far away from their walkaway they were. The rest of the parties may have made a little mistake in being fairly open about their preferences and performing an integrative negotiation, leading to a proposal that all five groups would have supported. After the negotiation we found out that this was a proposal that Deeport could have accepted, but chose not to at that time. This did give them some info about how to please four out of the five parties and they were able to weed out the other ports receiving 4 out of 5 votes and getting favorable terms.

Negotiation Process:

Score yourself from 1=poor to 5=excellent

_4_ Planning and Strategy: did I have a strategy; was my walkaway right; did I estimate the other’s well?

_4__Did I establish my own priorities and potential trade-offs

_5__First approach: were we win-win, positive; try to establish rapport; did I deal with first offers effectively?

_4__How well did I develop a plan for managing the process of negotiation?

_4__Did I actively shape the agenda and manage the process to my advantage?

_4__How well did I try understand the other person:

_4__Exploring Interests: did I communicate my interests;

_3__Persuasion: How well did I persuade the other side about my legitimate needs and limits and the value of what I offered

_3_The Other's Interests did I find out the other side's real interests and constraints

_4__Creating Value (integrative or win-win) vs Claiming Value (distributive or win-lose)

_--_Options: Did we explore "expand the pie" options: did we try to find ways of meeting each party’s needs

_4__Inquiry vs. advocacy: did I ask (inquiry) a lot of questions, or just advocate my position

_5__Alternatives: Was I clear on my BATNA; was I clear about what happens if there is no agreement

_5__Legitimacy: was the agreement considered fair by some external benchmark

_5__Commitments: did the agreement avoid problems in the future; were any “strings left untied?”

_5__Communication: did we practice effective two way communication…did we listen…did we rephrase…

_5__Focus on the problem, not the person: did we avoid attacking or threatening the other person

_4__Relationship: did we deal well with differences; is our relationship better off now than before

_5__Psychological factors: did outside factors (eg. emotions) affect the outcome (their efforts or ours)

_3__Did we reach an outcome that maximized potential mutual gains; did we come close to the "Pareto Frontier?"

_--_Other factors: did anything else affect the negotiation-physical space, time pressure, etc.

For Yourself: General Conclusion:

My position in this was very easy please, so I didn’t have to do too much negotiating or creating alliances. I made loose alliances with the environmentalists and Fed DCR and supported their environmental initiatives and they supported the finance and union initiatives. If I was able to do this negotiation again I would have taken a more hardball approach for the union workers and created a stronger alliance there. Deeport did a good job of systematically offering a little bit more until they found the minimum that would create an agreement. They may have been lucky because their first offer was strong for my states economy. Therefore both the union and governor’s point totals were very high from the beginning and Deeport was able to shave points from other areas, not having to give in to more labor. I approached this negotiation from a integrative perspective and think that it may have been better knowing Deeport’s position to have been more ambitious in a distributive way.