Deeport Case

General: What happened; what was the outcome; were you successful or not; why and why not;
Deeport mostly took control. They figured out a solution that pleased everyone but the competitors. I agreed with every proposal they had from the beginning.
· who was satisfied (answer this before comparing walkaways or comparing information);
Everyone but the competitors were satisfied. She was voted off.
· did either violate his/her walkaway; if so, why?
Nobody violated.
· if there was a gap in walkaways, how did you bridge (or try) the gap
No opportunities for flexibility.
· did we get near the “Pareto Frontier?” or …did we “leave money on the table”…where are we on the graph?
I'm not sure if we got near the frontier, but since the Deeports were calling the shots, they got what they felt was their best option.
· was there anything that surprised you about the negotiation
I was suprised that there was never a proposition that was below my walkaway.
Negotiation Process: What was the process of negotiation- opening offers, sequences of offers, counteroffers, anchoring, initial offer, counteroffers? Did the other side start really high/low? What effect did this have on the negotiation?
Deeport made an initial offer, then asked questions to everyone and repeated until they got a solution that worked.
A test: was my negotiation effective? (some of these may not apply in a particular exercise)
Score yourself from 1=poor to 5=excellent
_5_ Planning and Strategy: did I have a strategy; was my walkaway right; did I estimate the other’s well?
_5__Did I establish my own priorities and potential trade-offs
_4__First approach: were we win-win, positive; try to establish rapport; did I deal with first offers effectively?
_5__How well did I develop a plan for managing the process of negotiation?
_3__Did I actively shape the agenda and manage the process to my advantage?
_3__How well did I try understand the other person:
_4__Exploring Interests: did I communicate my interests;
_3__Persuasion: How well did I persuade the other side about my legitimate needs and limits and the value of what I offered
_3__The Other's Interests did I find out the other side's real interests and constraints
___Creating Value (integrative or win-win) vs Claiming Value (distributive or win-lose)
_5__Options: Did we explore "expand the pie" options: did we try to find ways of meeting each party’s needs
_4__Inquiry vs. advocacy: did I ask (inquiry) a lot of questions, or just advocate my position
_5__Alternatives: Was I clear on my BATNA; was I clear about what happens if there is no agreement
_5__Legitimacy: was the agreement considered fair by some external benchmark
_4__Commitments: did the agreement avoid problems in the future; were any “strings left untied?”
_4__Communication: did we practice effective two way communication…did we listen…did we rephrase…
_5__Focus on the problem, not the person: did we avoid attacking or threatening the other person
_4__Relationship: did we deal well with differences; is our relationship better off now than before
_5__Psychological factors: did outside factors (eg. emotions) affect the outcome (their efforts or ours)
_3__Did we reach an outcome that maximized potential mutual gains; did we come close to the "Pareto Frontier?"
_5__Other factors: did anything else affect the negotiation-physical space, time pressure, etc.


Did we use the Techniques of Principled Negotiation: (did the other party?)…If not, what blocked it?
Deeport pretty much controlled the whole process.
· listen, be warm and friendly; avoid quarreling; ask questions, ask questions, ask questions, ask clarification, rephrase
I listened to most people, but I did not see much advantage to forming a coalition. The competitors approached me, but there didn't seem to be a strong incentive for me.
· be open to persuasion
Every solution was pretty good for me so I didn't need much persuasion.
· be principled (“You want to pay….I need …Can you think of ways that is fairer than splitting
All of us proposed our optimum solution to Deeport, but they rejected it.
· turn the interaction from adversarial haggling into side-b-side solving of the problem of what is fair.
There was a problem solving atmosphere.
For Yourself: General Conclusion: In areas where you felt you were less than totally successful, how might you be more effective next time. From this exercise, what did you learn that you are going to try to do better next time you negotiate;
I think I was too easy going when all of the proposals were well above my walkaway. I think I might try harder to get more points. I think if I had really known my leverage going in I could have formed an alliance or two and really pushed for a solution that was even better for me.
· What were keys to the negotiation being successful or unsuccessful
Deeport was able to read everyone well and they came up with the solution that best suited their interests.
· What would you do differently if you were to do this same negotiation again
I would probably try to form an alliance with someone and be willing to say no.
· what did you learn about yourself? About negotiations What tendencies do you have in negotiation that you need to be careful about (too aggressive, too likely to quit searching for solutions once your; What do you feel you need to work on? What would you do differently next time?
I think I tend to be willing to accept an acceptable offer without really pushing for the best possible outcome. I need to be more agressive about going for the maximum. I dont focus enough on lofty goals and too much on my walkaway.
· What did you learn in general?If this were a real case, what obstacles to joint problem-solving might you encounter; how would you overcome them?
After discussing the case in class, I learned that Deeport did not have as much power as we thought. I wish that I had had this perspective when going in to the negotiation. I think I should have been willing to say no to things that were above my walkaway to see how much I could really get out of the situation. Deeport took some of our mutual issues for granted and didn't concede much on our issues of difference. I would push harder on these and not let them take the other issues for granted.