Negotiation skills

Case:
As a result of a claim, 30 people, none of whom knew each other prior to the filing of the claim, are negotiating a settlement with a pesticide company, which is owned by the government. The company sold lawn products that it said they were not harmful to pets. After hundred of dogs and cats died from exposure to pesticide, the company withdrew the product from the market. The 30 people are seeking compensation for their lost pets. The company has gone out of business and left $250,000 to settle all of these claims. You are a representative of the former company, given the task of negotiating a settlement with the 30 people. You will receive a bonus if you can settle for less than the full amount. You know the amount of money is to be distributed but the claimants do not.
You are thinking of doing the following things: (1) demanding that the claimants appoint a representative for you to negotiate with, and then you can make sure the representative receives a premium for getting the parties to agree to settle; (2) telling the claimants that the company left only $100,000 for paying claims; (3) telling the claimants that the company also has other expenses to pay, so if they don’t reach agreement by the end of the day, the money will be gone.
Now please answer the following questions:
1- What negotiation skills should you use in this negotiation?
2- How would you determine whether the negotiation is conducted with substantive fairness?
3- What concealment behaviors would be ethical and unethical in this negotiation?
4- How would you deal with the government in the negotiation process?
5- How would you create trust in this negotiation?

Negotiation skills
Executive MBA Negotiation course evaluation
Please write a short case study (6-8 pages maximum) to present a negotiation case that you have been involved in or witnessed. Deadline: January 6, 2016
Scope and aims
This assignment is intended to allow participants to show how well they have understood the ideas and approaches encountered during the course by applying them a negotiation situation encountered before, during or after the course. If you wish, feel free to describe a situation encountered by someone else at work or close to you. If you don’t have one substantial example big enough to make up a case study, then several smaller examples could be used. The principle is the same. The idea is to allow you scope to explore negotiation and apply the ideas we have shared. I have been using this approach for several years now, and my students come up with some really interesting insights.
Questions to ask
How do notions such as BATNA, WAP etc. help you understand and analyze the negotiations? Can you classify the negotiation (distributive, integrative…), establish the stakes and the nature of the relationship? How did pitching in and anchor effects impact the negotiation? Do we have any examples of framing or thinking out of the box? What about the negotiation styles of those involved…? Look also at how well the negotiation was prepared, structured and managed…
Evaluation criteria
The aim of the course was to allow us to look together at negotiation and to bring to something we all do without necessarily thinking about it a more critical approach and ‘grille de lecture’. By asking participants to apply the ideas to practical situations I will be able to see how well this has been achieved. Those that do well in the evaluation will be those who best apply this critical approach. Do bear in mind that we have spent quite a lot of time discussing the psychological side of negotiation, so credit will be given to sensitivity to this.
Please see this as an opportunity to continue thinking about the negotiation process and to get into the habit of critical analysis and debriefing that will make you a better negotiator in the future.

Negotiation skills
Executive MBA Negotiation course evaluation
Please write a short case study (6-8 pages maximum) to present a negotiation case that you have been involved in or witnessed. Deadline: January 6, 2016
Scope and aims
This assignment is intended to allow participants to show how well they have understood the ideas and approaches encountered during the course by applying them a negotiation situation encountered before, during or after the course. If you wish, feel free to describe a situation encountered by someone else at work or close to you. If you don’t have one substantial example big enough to make up a case study, then several smaller examples could be used. The principle is the same. The idea is to allow you scope to explore negotiation and apply the ideas we have shared. I have been using this approach for several years now, and my students come up with some really interesting insights.
Questions to ask
How do notions such as BATNA, WAP etc. help you understand and analyze the negotiations? Can you classify the negotiation (distributive, integrative…), establish the stakes and the nature of the relationship? How did pitching in and anchor effects impact the negotiation? Do we have any examples of framing or thinking out of the box? What about the negotiation styles of those involved…? Look also at how well the negotiation was prepared, structured and managed…
Evaluation criteria
The aim of the course was to allow us to look together at negotiation and to bring to something we all do without necessarily thinking about it a more critical approach and ‘grille de lecture’. By asking participants to apply the ideas to practical situations I will be able to see how well this has been achieved. Those that do well in the evaluation will be those who best apply this critical approach. Do bear in mind that we have spent quite a lot of time discussing the psychological side of negotiation, so credit will be given to sensitivity to this.
Please see this as an opportunity to continue thinking about the negotiation process and to get into the habit of critical analysis and debriefing that will make you a better negotiator in the future.