Week 10 (Synthesis)
Read: David A. Lax and James K. Sebenius, 3-D Negotiation, Chapters 14 and 15.
These two chapters synthesize the three dimensions of Lax and Sebenius's 3-D approach and illustrate how to implement these ideas with several brief case studies.
Read: "Endesa Chile: Raising and Ralco Dam (A)" (HBS case 906-014) (Available in Chalk)
This case is in your course package. Endesa Chile is looking to complete a 10 year negotiation on the Ralco Dam. We will use this complex and dynamic multi-party negotiation as a vehicle for synthesizing material from this quarter.
Questions
1) Imagine you are on the board of Endesa Chile. What grade would you give Hector Lopez for his part in the Ralco negotiations? Why?
2) What part should the Chilean government play in this negotiation?
3) What are the most crucial barriers to agreement in the final negotiations between Endesa and the four remaining families at the end of the case?
4) What actions should Hector Lopez take next and why?
This course is drawing to a close. As a consequence, I want you to reflect on what you have learned over the last 10 weeks, as well as the challenges to continuing to improve your negotiation once this class is over. The survey below asks you to think about the following questions.
1) What are the three most important lessons you learned in 38105 (this class)?
2) What do you see as the main barriers to improving your negotiation once this class has finished?
3) Beyond this class, what is your strategy for continuing to improve your negotiation?
Please think about these questions and send your responses via the following survey. Please complete by Monday, June 1, 10:00 AM.