Negotiation Two GuidelinesFor the second negotiation you are assigned to an internal three- or four-person group to form a negotiation plan, strategy, and goals. You will each have access to your part of the negotiation documentation. Your part will contain some information that is confidential to your group’s situation and which is different from the information provided to other teams. This is a negotiation involving three parties. Representatives of three retail businesses—a bakery, a florist, and a grocery—will be meeting to negotiate details regarding a proposed joint market that would house all three of them. The plan is to open a large market together in which each of the three shops will be located in a separate space, but in which there will also be shared market space. The idea is to make this joint space look attractive by furnishing it with benches, fountains, and plants, and by installing facilities such as an ATM. The goal is make it possible for customers to shop in a pleasant and convenient way in a roofed-in shopping area, which (they hope) should eventually lead to increased sales. The owner of each shop has appointed a team of 3 or 4 representatives to participate in this negotiation. There will be three issues to be jointly decided: store design, temperature, and distribution of rental costs. Read your part carefully and, as the representative small group, plan your negotiation strategy, setting your goals and aspirations. This should be done via the discussion board among the group members. One your aspirations are set, one member of your group should send a brief statement of them privately to the instructor Once done, announce to the other groups within your negotiation that your group is ready to proceed. Once all groupsare ready, commence negotiations. This negotiation exercise among the florist, grocer, and baker teams is to be done entirely via discussion board—you are not to communicate in any other way. Communications within your own team (florist, baker, or grocer) will still be done privately through your discussion board. You will have one thread for each day. After one person writes, others will reply to that message, retaining the original message text, and so on, back and forth for the day. Thus, at any time, one can review all that has transpired so far. Occasionally the current message thread from each team may be checked by the instructor reviewing your progress, but no comments should be expected during the course of the negotiation. Within the same discussion group, you may start a new thread whenever the accumulated replies make the list so long that it is awkward. Agreement must be reached as indicated on the schedule. The instructor will review the negotiation exchanges up to that point to determine the results of the negotiation for an achievement score. No messages beyond that point will be considered in that score. If you do not reach agreement the instructor will review the progress that has been made, but, unlike many real-life situations there is no possibility for extension, and failure to reach agreement is a serious fault for the course (and the grades of everyone involved). Following the instructor’s review, negotiation results will be posted and your will be asked to join the discussion on the process and outcome of your negotiation. Treat this as an opportunity to draft an entry for your lifelong negotiation journal, highlighting what went especially well and what did not work well at all.
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