Week 10
PART A
Prepare: Deeport
You will assume the role of Deeport, Unions, Other Ports, Environmental League, Governor, or the Federal Department of Coastal Resources. Each player should first understand his or her side of the bargaining problem, intuit a bit about the other parties (as designated in the pairings), and map out a rough strategy for negotiations. Your pairing assignment will be available at the beginning of class, after which you will have 75 minutes to negotiate. Given the limited span for negotiation, time planning is critical.
Please complete the web survey before class: http://faculty.chicagobooth.edu/George.Wu/survey/neg10.html
PART B
Read: Leigh Thompson (2008). "Preparation: What to do before Negotiation" in Mind and the heart of the negotiator (4th edition)
This note provides a framework for preparing for negotiation. What do you like? What do you dislike? What is missing? In light of what you have learned the past quarter, how would you adapt the framework?