SCENARIO

You have to negotiate what the best solution to the above plans are based on the information you have, plus any other information you can bring to the table to support your case. There would be a number of people holding different roles who would sit around the negotiation table as follows:

Representatives of the Stachonian Government - For the plan

1.Minister of Planning

2.Energy Secretary

3.Minister of Finance

Representatives of the people and NGOs (Non-Government Organisations) - Against the plan

1.CEO of "Save the Planet"

2.Director of Stachonian National Heritage, responsible for the upkeep and preservation of natural, historical and archaeological sites

3.Stachonian Non-Urban Residents Representative - A non-profit organisation that represents the interests of the Stachonian people, particularly those in non-urban locations, most of whom will be severely affected by the project.

4.Director of Operations of AltEn - An alternative energy company who can bring subject matter expertise to the negotiations.

ASSIGNMENT (maximum 800 words)

To complete this assignment you must read the following (on myCourses):

Getting to Yes, Fisher & Ury (1991) Summary

Based on your reading of Getting to Yes! And looking at the situation from both perspectives, write a short brief to explain the following:

1.What BATNA do you think each side could prepare? (We are assuming that this is a negotiation and that the government wont simply ignore the other party and carry out the plan in a dictatorial fashion) Be creative but practical in the way you explore options. Imagine you are at the negotiation table.

2.Give examples of how the 4 elements of Principled Negotiation may present themselves and how would you manage these.

3.Explain how the tactics of Negotiation Jujitsu may be used, by whom mostly and what could the other side do to manage these.

23:58 Getting to Yes, Fis... a GETTING TO YES-ASUMMARY Negotiating Agreement without Giving ng In Roger Fisher. Wian Lify and Bruce M. Paton Key Points . Anyrogenation where the nationships the primary concentrs Desk of producing a shabby agreement Separate the people from the problem Focus on interests, not positions Generate a variety of posities before deciding what to do In that the rest bed on some biti standard Determine your BATNA - The Best Ahemative to a Negotiated Agreement. . Your power in negotiators tied directly to the quality of your ATA sures such as wealth physical strength or political connections . Use questions instead of statements and we seen . Ask questions, then pause. You are doing some of you tectie tegotiating when you are not thing . When alle fails call in a third party mediator Judging Negotiation Styles: Hard vs. Soft The most common form of negotiation is successively taking on and ging up positions The two sides bargain ove positions and took them into the individual stances standard for this kind of positional bargaining requires mare decisions what to offer what to reject, how big a concession to make the process and tedioacties such as stonewalling or threatening to walk out become common Pastoral bargaining increases the time and cost of reaching an agreement and the one will be produced at al. The contest of its strans and shattersonships. Brings may asta ime Many people recognice the risk of hard posicona bargaining and teacher approach. They treat the other side as trends and emphasise agreement as the goal o victory standard to make offers and concessions to be able to the side and to yield to avoid confrontation. Much negotiating within families and among friends takes place this way. This settorert in producing agreements quickly, but the agreements may not be were that take each party's underlying interests into account. Any negation where the relationship is the primary concerns the risk of producing a satby agreement. The house lot friendly positional bargaining are vulnerable to a negotiator ways tard Previous Next Dashboard Calendar To Do Notifications Inbox 23:59 Getting to Yes, Fis... Change the Game Should you use soffor hard position bargaining Nether. Instead. Change the game. The Harvard Negotiation Project developed internative Prince Negotiationegotiation on the merits, which has four basic points 1. People - Human beings don't communicate clearly and they go with their positions. Attack the problem instead of the people 2. Interests. Pay attention to rest areas to overcome before of concentrating on stated postions. Focus on interests at positions locals the underlying Interests that led the parties to adopt the positions in the first place 3. Options - Designing optimal solutions while under pressure and wing to make decisions in the presence of your adversarynaws you on you have a lot at stake or spend at your time searching for one perfect solution, you may not you creativity. To offset these mens, et a designated time for generating positie solutions and options that advance sheets and creatively differences 4. Criteris - Some regions can get what they want my by being som Counter such a negotiator by insisting that a single ces not enough Demand to the agreement reflect a tar objective storie independent of each smere deres Base the terms on unbiased standards such as mare per conto como sw. No one has to gwein. Both sincan work together brain Can the principles work ether side has a stronger bungang position or sicherer better connected? What is ticing about it, tions or standards in case Every negotiation has nebleries What while you are in the problem ontsments They attack you? No method can suced the other has everage. The most any negotiating method can do is protect you from accepting an agrementyoushadd moject and help you make the most of the assets you have healing about mess.ctions and standards is wise, efficient and genial, have a strategy if the other side won't play. Try to change the game back to principled negotiation Dashboard Calendar To Do Notifications Inbox 23:59 Getting to Yes, Fis... Q Generating Your BATNA Follow these three distinct operations to generating positie BATI. Festastof actions you might take if no agreement is reached the improve the the most potential and convert them into practical ties Falleche alternative. This is your BATNA. Improving the terms of any negotiated with a good BATNA. Knowing where you are going will give you the confidence to break of negotiations willingness to stop negotiating lets you present your interests mom from Reflect on the Other Side's BATNA Considering the other side's BATMA can better prepare you for negotiation Mrowing the alternatives lets you estimate what to expect during negotiation therBATAS so good that they won't need to negotiate on the ments, consider what you can do to change the BATNA a power plants pouting a local area with no os gases and BATI to grore protests and continue business as usual, pertaps you will have to learn to stop their operations. That makes her BATA les active than it was when both sides have an active SATNA, the best outcome may well be not to reach agreement. In such as a success negotiation may be one where you amicably, efficiently decide where rather than reaching agreement Previous Next Dashboard Calendar To Do Notifications Inbox 23:59 ... Getting to Yes, Fis... a Negotiation Jujitsu the BATNA approach fails, you could resort to a strategy focused on whether side may do. This involves courtering the basic moves of positional bargaining to redirect their attention to the ments of the case. This is called. negotiation ut. When you play the positional bargaining game, defending your position locks you in and taking the position locks them in A lot of time and energy is wasted in a useless push pull cycelack and defense. So what can you do if pushing back does not work? Don't push they don't deterd Break the cyce by refusing to react Just as the martial do and you avoid directly pitting your strength against your opposition lead use your stoep aside ng the strength against them. In practice, negotiations the typical attack maneuvers 1. The forcestion of the position 2. The attack on your 3. The personal attack The forceful assertion of their position When the other side presents the opinion, do not attack trasone possible option. Thank about ways to improve Discover the ressat e botes of the position Assume that every position is a une attempt to address the basic conceach side Ask how the position addresses the problem at hand. Eemne the position and the extent that it meets the interests of all parties, or how it might be improved to do so. To direct attention toward improving the options typothetically discuss what would become the potion was accepted. When they understand what an option to your side. They may become more willing to acceptatematies The attack on your ideas When your ideas are stacked, don't defend them. Intercomandie Don't ask for your idea to be accepted or rejected ask what's wrong with. By coming their negative udgments, you can find the underlying interests and improve your ideas from their point of view. Tumericism from an obstacle into an essential ingredient of the process Ask for their advice. Put them in your position and ask what they would do. This leads them to confront your hait of the problem. Perhaps they will be able to devise at that meet your concerns Previous Next Dashboard Calendar To Do Notifications Inbox 23:59 ... Getting to Yes, Fis... a The personal attack Resist the temptation to defend yourself when the attacks become personal Stock and slow the other negotiator to blow off steam. Listen and show you understand what they are saying When they have finished recast the personal attack as an attack on the problem Remember two key tools when employing the negotiation stond of statements, and use once as a weapon Questions generates while statements Create resistance Questions low the other side to state sports Quenes can lead the other side to contront the problem Questions constead of rice Sche perception of a small you ask an honest question and receive an incent answer wat When people have doubts about what they said she can become gute uncomfortable. On the other side will compelled to breathe by answer your question in more detal or coming up with a new suggestions were you are doing some of your most effectivenegotting when you were One-Text Procedure: Call in a Mediator When allere fas the last resort is to call in a third party. Mediators. the people from the problem more easy and direct the doctors and they can suggest some impartial basis for decision-making and reduce the number of decisions needed to reach agreement The one-text procedures designed to enable mediators to achieve these gas. To begin medators ask not what the negotiators want, but why they want. They clear that they are not asking her side to give up a position. They are molestigating the possibility that They may be able to make a recommendation and even that is reed at this point Mediators information to make a list of interest and they each side to critice the list and make mprovements Cricing is the concessions Mediators use this criticism to create a rough to an agreement. They diwedge that the agreement has many faults, but they want each sides input before continuing This nutised to create a second dat incomplete but bene fest. The process continues through a thurd, fourth and fifth plan Thematon court they feel they can improve the draft no more. At this point, they present the plan to both parties. Now each party has only one decision to make yes or no. The one-test procedures the game way from position bargaining and simplifies the process of creating actors and condity on one This procedure is almost essential for larger mutter negations Previous Next Dashboard Calendar To Do Notifications Inbox 23:58 Getting to Yes, Fis... a GETTING TO YES-ASUMMARY Negotiating Agreement without Giving ng In Roger Fisher. Wian Lify and Bruce M. Paton Key Points . Anyrogenation where the nationships the primary concentrs Desk of producing a shabby agreement Separate the people from the problem Focus on interests, not positions Generate a variety of posities before deciding what to do In that the rest bed on some biti standard Determine your BATNA - The Best Ahemative to a Negotiated Agreement. . Your power in negotiators tied directly to the quality of your ATA sures such as wealth physical strength or political connections . Use questions instead of statements and we seen . Ask questions, then pause. You are doing some of you tectie tegotiating when you are not thing . When alle fails call in a third party mediator Judging Negotiation Styles: Hard vs. Soft The most common form of negotiation is successively taking on and ging up positions The two sides bargain ove positions and took them into the individual stances standard for this kind of positional bargaining requires mare decisions what to offer what to reject, how big a concession to make the process and tedioacties such as stonewalling or threatening to walk out become common Pastoral bargaining increases the time and cost of reaching an agreement and the one will be produced at al. The contest of its strans and shattersonships. Brings may asta ime Many people recognice the risk of hard posicona bargaining and teacher approach. They treat the other side as trends and emphasise agreement as the goal o victory standard to make offers and concessions to be able to the side and to yield to avoid confrontation. Much negotiating within families and among friends takes place this way. This settorert in producing agreements quickly, but the agreements may not be were that take each party's underlying interests into account. Any negation where the relationship is the primary concerns the risk of producing a satby agreement. The house lot friendly positional bargaining are vulnerable to a negotiator ways tard Previous Next Dashboard Calendar To Do Notifications Inbox 23:59 Getting to Yes, Fis... Change the Game Should you use soffor hard position bargaining Nether. Instead. Change the game. The Harvard Negotiation Project developed internative Prince Negotiationegotiation on the merits, which has four basic points 1. People - Human beings don't communicate clearly and they go with their positions. Attack the problem instead of the people 2. Interests. Pay attention to rest areas to overcome before of concentrating on stated postions. Focus on interests at positions locals the underlying Interests that led the parties to adopt the positions in the first place 3. Options - Designing optimal solutions while under pressure and wing to make decisions in the presence of your adversarynaws you on you have a lot at stake or spend at your time searching for one perfect solution, you may not you creativity. To offset these mens, et a designated time for generating positie solutions and options that advance sheets and creatively differences 4. Criteris - Some regions can get what they want my by being som Counter such a negotiator by insisting that a single ces not enough Demand to the agreement reflect a tar objective storie independent of each smere deres Base the terms on unbiased standards such as mare per conto como sw. No one has to gwein. Both sincan work together brain Can the principles work ether side has a stronger bungang position or sicherer better connected? What is ticing about it, tions or standards in case Every negotiation has nebleries What while you are in the problem ontsments They attack you? No method can suced the other has everage. The most any negotiating method can do is protect you from accepting an agrementyoushadd moject and help you make the most of the assets you have healing about mess.ctions and standards is wise, efficient and genial, have a strategy if the other side won't play. Try to change the game back to principled negotiation Dashboard Calendar To Do Notifications Inbox 23:59 Getting to Yes, Fis... Q Generating Your BATNA Follow these three distinct operations to generating positie BATI. Festastof actions you might take if no agreement is reached the improve the the most potential and convert them into practical ties Falleche alternative. This is your BATNA. Improving the terms of any negotiated with a good BATNA. Knowing where you are going will give you the confidence to break of negotiations willingness to stop negotiating lets you present your interests mom from Reflect on the Other Side's BATNA Considering the other side's BATMA can better prepare you for negotiation Mrowing the alternatives lets you estimate what to expect during negotiation therBATAS so good that they won't need to negotiate on the ments, consider what you can do to change the BATNA a power plants pouting a local area with no os gases and BATI to grore protests and continue business as usual, pertaps you will have to learn to stop their operations. That makes her BATA les active than it was when both sides have an active SATNA, the best outcome may well be not to reach agreement. In such as a success negotiation may be one where you amicably, efficiently decide where rather than reaching agreement Previous Next Dashboard Calendar To Do Notifications Inbox 23:59 ... Getting to Yes, Fis... a Negotiation Jujitsu the BATNA approach fails, you could resort to a strategy focused on whether side may do. This involves courtering the basic moves of positional bargaining to redirect their attention to the ments of the case. This is called. negotiation ut. When you play the positional bargaining game, defending your position locks you in and taking the position locks them in A lot of time and energy is wasted in a useless push pull cycelack and defense. So what can you do if pushing back does not work? Don't push they don't deterd Break the cyce by refusing to react Just as the martial do and you avoid directly pitting your strength against your opposition lead use your stoep aside ng the strength against them. In practice, negotiations the typical attack maneuvers 1. The forcestion of the position 2. The attack on your 3. The personal attack The forceful assertion of their position When the other side presents the opinion, do not attack trasone possible option. Thank about ways to improve Discover the ressat e botes of the position Assume that every position is a une attempt to address the basic conceach side Ask how the position addresses the problem at hand. Eemne the position and the extent that it meets the interests of all parties, or how it might be improved to do so. To direct attention toward improving the options typothetically discuss what would become the potion was accepted. When they understand what an option to your side. They may become more willing to acceptatematies The attack on your ideas When your ideas are stacked, don't defend them. Intercomandie Don't ask for your idea to be accepted or rejected ask what's wrong with. By coming their negative udgments, you can find the underlying interests and improve your ideas from their point of view. Tumericism from an obstacle into an essential ingredient of the process Ask for their advice. Put them in your position and ask what they would do. This leads them to confront your hait of the problem. Perhaps they will be able to devise at that meet your concerns Previous Next Dashboard Calendar To Do Notifications Inbox 23:59 ... Getting to Yes, Fis... a The personal attack Resist the temptation to defend yourself when the attacks become personal Stock and slow the other negotiator to blow off steam. Listen and show you understand what they are saying When they have finished recast the personal attack as an attack on the problem Remember two key tools when employing the negotiation stond of statements, and use once as a weapon Questions generates while statements Create resistance Questions low the other side to state sports Quenes can lead the other side to contront the problem Questions constead of rice Sche perception of a small you ask an honest question and receive an incent answer wat When people have doubts about what they said she can become gute uncomfortable. On the other side will compelled to breathe by answer your question in more detal or coming up with a new suggestions were you are doing some of your most effectivenegotting when you were One-Text Procedure: Call in a Mediator When allere fas the last resort is to call in a third party. Mediators. the people from the problem more easy and direct the doctors and they can suggest some impartial basis for decision-making and reduce the number of decisions needed to reach agreement The one-text procedures designed to enable mediators to achieve these gas. To begin medators ask not what the negotiators want, but why they want. They clear that they are not asking her side to give up a position. They are molestigating the possibility that They may be able to make a recommendation and even that is reed at this point Mediators information to make a list of interest and they each side to critice the list and make mprovements Cricing is the concessions Mediators use this criticism to create a rough to an agreement. They diwedge that the agreement has many faults, but they want each sides input before continuing This nutised to create a second dat incomplete but bene fest. The process continues through a thurd, fourth and fifth plan Thematon court they feel they can improve the draft no more. At this point, they present the plan to both parties. Now each party has only one decision to make yes or no. The one-test procedures the game way from position bargaining and simplifies the process of creating actors and condity on one This procedure is almost essential for larger mutter negations Previous Next Dashboard Calendar To Do Notifications Inbox