Investigate a Negotiation Case

Research and consider a negotiation case that is of interest to you. It can be historic or current.

Some examples could be:

Brexit - UK vs EU

USMCA - United States, Mexico and Canada free trade agreement (restructuring the original NAFTA agreement)

A Hostage taking incident - leading FBI hostage negotiator Chris Voss

Peace talks in the middle East

Labour unrest causing a strike (business disruption)

Civil freedom - Hong Kong, or others

Any other significant negotiation case that can be readily researched

Answer the following questions about the situation:

1. Identify each participant in the negotiations.

2. What is the goal for each participant (Target position)?

3. Why is there a conflict between the participants?

4. Describe the starting (opening) position for each participant.

5. Identify as best as you can judge, the resistance point for each participant. What makes you think this?

6. Identify what the BATNA for each participant could be.

7. What length of time has it taken to resolve the conflict?

8. Why has it taken so long to find a solution?

9. At the conclusion of the negotiations, is each participant in a better position than if they did not negotiate at all?

10. Did each participant get what they had wanted?