DEBRIEF WORKSHEET 10 marks INSTRUCTIONS: Each negotiating team will discuss the negotiation that they just completed, and then complete this worksheet together after they have done the actual negotiation. They will hand this worksheet in, along with their individual Quick Prep Sheets, by uploading the completed documents at the link provided under assignments in Blackboard. Students Names & Roles: __________________________________________________ Negotiation Date: ________________________________________________________ Role Play: _______________________________________________________________ Outcome of the Negotiation: Describe the agreement that you reached (each issue). If you did not reach agreement on an issue or issues, state this. ________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ Debriefing: Focusing on the negotiation process, apply the relevant course material and terminology to answer the following questions. You may use point form and if you need more space, please use the back. 1. Was the negotiation primarily distributive or integrative, or both? Explain your answer. (Hint: think about the strategies used). (1 mark) ________________________________________________________________________________________________________________________________________________________________________________________________________________________ 2. What (if anything) about the negotiation process worked well, and why? Discuss one or two main points. (1 mark) ________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ 3. If you were to do this negotiation again, what would you do differently? Why? Focus on the negotiation process itself, rather than the outcome. (Choose one significant change for each negotiatoryou must find something to address.) (1 mark) ________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ 4. ADDRESS THE TOPICS THAT WERE RELEVANT TO YOUR NEGOTIATION (i.e. influenced the negotiation process). Provide answers for at least 4 of the topics set out below. Focus on the process of negotiating, not the outcome. Be specific. (4 marks) Emotions of the negotiators Did one or both negotiators have strong positive or negative feelings? _____________ Provide an example of how this affected the negotiation process. ________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ Perception about the other negotiator and his/her conduct Did one or both negotiators have a distorted perception about the other? ___________ Provide an example of how this affected the negotiation process. ________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ Framing Did the negotiators frame the negotiation issues or problems differently? ____________ Provide an example of how this affected the negotiation process. ________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ Cognitive biases Did one or both negotiators make errors in using or processing information? _________ Provide an example of how this affected the negotiation process. ________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ Communication Was the overall communication between negotiators good or did it cause problems? ________________________________________________________________________ Explain, and provide an example of how this affected the negotiation process. ________________________________________________________________________________________________________________________________________________________________________________________________________________________ ________________________________________________________________________ Power Did the negotiators have fairly equal power, or unequal power? Explain. ________________________________________________________________________________________________________________________________________________ Provide an example of how this affected the negotiation process. ________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ Relationship Did the negotiators have an existing relationship or potential future relationship? _____ Explain how their relationship (or lack of relationship) affected the negotiation process. ________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ Ethical Conduct Did one or both negotiators use tactics that may be considered unethical? ___________ Explain, and provide an example of how this affected the negotiation process. ________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ Culture Were there cultural differences between the negotiators? ________________________ Provide an example of how this affected the negotiation process. ________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ 5. Overall, what did you learn from this negotiation? Explain your answer. (1 mark) ________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ 6. For each negotiator, list one technique used and evaluate whether or not it worked, and why or why not? You must discuss 2 different techniques. (2 marks) ________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

and the reading is here

Pakistani Prunes - Group B

You are Dr. Kim Wilson of TechnoGen of San Jose, California. Your firm is a world leader in the development of genetic engineering processes, biomedical technology and the creation of "new" products for the agricultural and health sciences. Your firm has a multi-million dollar annual budget for the development and testing of new products.

TechnoGen has spent millions of dollars on the research and development of a new drug that will actually reduce blood cholesterol levels. This new substance was discovered accidentally in the process of working on an industry product to develop a good tasting, low fat medical nutritional supplement. If you are successful in developing this product, people could take the product and significantly reduce their blood cholesterol levels AND cholesterol buildup in their bodies simply by diet alone, and without any change in their current exercise program. This product could be taken as part of a dietary program, or added to nutritional supplements and sold over the counter. You suspect that the market for this product would be huge.

This new substance can only be found in the Pakistani Prune, which grows on trees in certain parts of Pakistan. The trees are in a deserted and remote part of the country, making them highly inaccessible for easy harvesting. All efforts to transplant the trees to regions of the world where production would be easier and cheaper have failedthere seems to be some combination of the trees themselves and the quality of the agricultural and weather conditions that only allow the trees to thrive in this area. Moreover, efforts to expand the production in this area have been unsuccessful, since the climate and soil conditions appear to change just enough in neighboring regions to yield healthy trees but they bear no fruit!

Pakistani prune trees bear fruit only once every two years (a ripe prune is about the size, color and texture of a plum). The process for obtaining the key compound from the prunes requires picking them, washing them and then extracting the pulp ("meat") from the prunes. This pulp "mash" is then bio-chemically treated and subject to several genetic engineering processes. It has been estimated that the mash extract of an entire harvest would be sufficient to produce enough compound to treat more than 20,000 high-cholesterol-risk people. Your scientists claim that they are at least 5 years away from solving the problem of how to create the conditions to grow fruit-bearing trees in other parts of the world, and at least 10 years away from being able to create a synthetic mash in the laboratory. Moreover, the trees must have a dormant year in between the years they produce fruit, and all efforts at "genetic engineering" with the trees to produce an annual crop of prunes have failed.

The biannual harvest has just been completed. The output from the entire harvest of Pakistani Prunes is being controlled by the Ministry of Agriculture, which will sell the batch to the highest bidder. Knowing the importance of the mash and the potential lives that might be saved by reducing heart attack risk in high cholesterol patients, you are eager to make this purchase for your company. You have been authorized by TechnoGen to spend up to $5 million to obtain the prunes.

You have just learned that a potential competitor, Dr. Rubio Sanchez, working for some United Nations agency, also has plans to make a bid on the prunes. You don't know any more about the competitor or why he wants the prunes, but you know that you must get the prunes to continue working on this important problem (which promises fabulous profits for your company)!You were just about to call Dr. Sanchez and request a meeting when you received Sanchez's call, requesting a meeting. The two of you have agreed to meet in a cafe near your hotel in Karachi. You have no idea what you will encounter, but you have heard that Sanchez is quite ruthless and very clearly wants the prunes for his organization. As a world government organization, they probably have a lot of money to throw around if they want to!