Week 7
PART A
Prepare: Three way organization
You have been assigned the role of Neptune, Pluto, or Venus. When you arrive in class, you will be given the pairing assignment and 30 minutes to negotiate and submit your results.
Please complete the web survey before class: http://faculty.chicagobooth.edu/George.Wu/survey/neg7.html
PART B
Read: Two Psychological Traps in Negotiation (HBS 897-036)
Read the section “Framing and Negotiation.”
PART C
Prepare: Wriggins (1987), “Up for Auction: Malta Bargains with Great Britain, 1971” in The Fifty Percent Solution. Edited by William Zartman. New Haven: Yale University Press. (pp. 208-234.). Available in your course package.
Wriggins’ article describes the fascinating negotiation between Malta and Great Britain over rights to Malta’s naval base.
Questions:
1. What role did commitments and credibility play in the Malta negotiations?
2. How did Mintoff’s main actions affect Malta’s no-agreement alternatives? How did they affect UK’s no-agreement alternatives? What effects did these changes have on the perceived ZOPA?
3. What, if any, role did the cultural differences between the Maltese and the British play in the negotiations?
4. Who were the natural coalition partners in this case?
5. What, if anything, would you have advised Mintoff to do differently? The British? The Americans?
PART D (*)
Your second reflection report is due.