Mt. Sinai Hospital

General: What happened; what was the outcome; were you successful or not; why and why not;
There were five of us who had to come to an agreement that was acceptable to everyone. We were successful, but everyone had to make some major concessions.
· who was satisfied (answer this before comparing walkaways or comparing information);
Everyone could live with the outcome.
· did either violate his/her walkaway; if so, why?
There was one issue that a couple people violated a walkaway, but it was an unimportant issue to them. Other than that we came up with a solution where we werent pushed to walk away.
· if there was a gap in walkaways, how did you bridge (or try) the gap
We basically had to find the only solution that did not have a gap in walkaways. I think the idea of the case was to have people who werent willing to give in on certain issues.
· did we get near the “Pareto Frontier?” or …did we “leave money on the table”…where are we on the graph?
I kind of felt like nobody but the ceo was very pleased with the outcome, but there really was no other solution.
· was there anything that surprised you about the negotiation
Yes, how much I had to give on every single issue.

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?
We basically just went through each issue and established our preferences. Then we continued to discuss each issue until we found something that would work. I tried to find a solution that satisfied four of five to a greater degree, but it was apparent that it wasn't going to happen.

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
_5__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?
_5__Did I actively shape the agenda and manage the process to my advantage?
_4__How well did I try understand the other person:
_5__Exploring Interests: did I communicate my interests;
_4__Persuasion: How well did I persuade the other side about my legitimate needs and limits and the value of what I offered
_5__The Other's Interests did I find out the other side's real interests and constraints
_4__Creating Value (integrative or win-win) vs Claiming Value (distributive or win-lose)
_-__Options: Did we explore "expand the pie" options: did we try to find ways of meeting each party’s needs
__5_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
__4_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?”
_5__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)
_4__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?
· listen, be warm and friendly; avoid quarreling; ask questions, ask questions, ask questions, ask clarification, rephrase
We spent a lot of time trying to understand where each person stood on each issue and what alternatives they found acceptable.
· be open to persuasion
After it was clear that we werent all going to get everything we wanted
· be principled (“You want to pay….I need …Can you think of ways that is fairer than splitting
yes
· turn the interaction from adversarial haggling into side-b-side solving of the problem of what is fair.
The process very quickly turned from arguing our sides to trying to solve a problem.

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 would like to have the type of openness where the other persons needs are very clear and you just try to solve a problem as opposed to arguing for what you want. I dont think this works in a lot of situations though. My strength is more in solving problems than in being agressive towards my own needs.
· What were keys to the negotiation being successful or unsuccessful
We knew we all had to agree and people were willing to compromise a little or a lot in my case.
· What would you do differently if you were to do this same negotiation again
Not much.
· 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 went in having really high hopes that most things would go in my favor. I wasn't expecting as much opposition on each issue. I think I need to think more about what obstacles I might face before going in. I also think I need to be more confident in my goals going in an focus on that more than 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?
I learned that it is really important to be willing to compromise. Probably more important was being proactive about really finding about the needs of every person in the negotiation. If this were a real case I think people would have been a lot more emotional about their stances and it would have taken much more time to reach a solution. I would not be suprised if this was a real case if a couple people walked away because the personalities of the characters seemed a little more stubborn than we were.