Integrative Negotiations

In: Business and Management

Submitted By weezer
Words 1663
Pages 7
Journal- Harborco

Background: In this negotiation exercise, I was assigned as the Seaborne Governor’s negotiator as part of a six member party meeting to negotiate a deal with Harborco to build and operate a deepwater port off the coast of Seaborne. The Governor on the whole was very interested in seeing this deepwater port built in Seaborne as she believes that the size of the project would provide the stimulus for a dramatic recovery in the state.

However, as there were many parties involved in the meeting, each party had its own interests and objectives that they wished to obtain from the negotiation and the deal. The five main issues that were negotiated between the six parties were Industry Mix, Ecological Impact, Employment Rules/ Distribution, Federal Loans and Compensation to other ports. In particular the governor was interested in bringing federal money into the state as it would provide the governor with huge political leverage. Therefore, obtaining a huge federal loan was one of our main agendas that we wished to obtain from this negotiation. Next, the employment distribution was also important to the governor because of the political strength of labour unions in the state. The industry mix was also important in terms of economic stability and revenue in the long run for the region and the governor had expressed that “primarily dirty” industries were most desirable. In terms of the ecological impact the governor was not too concerned about the decision but was averse to imposing unnecessary costs on would-be developers. Finally, the Governor had expressed that she was not in favour of compensating the other ports for economic reasons and would like to have little compensation as possible. In consequence, to help me plan my negotiation strategy the governor constructed a 100-point scoring scheme assigning weights on each of the issues…...

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