Sally Soprano

General: What happened; what was the outcome; were you successful or not; why and why not;
We both started out with flat straightforward offers, we soon realized that we needed to come up with a creative solution. We decided on a $23,500 fee plus 20% of sales over 85% $1000 of their marketing budget focused on Sally and some control over the cast members.
· who was satisfied (answer this before comparing walkaways or comparing information);
We were both satisfied.
· did either violate his/her walkaway; if so, why?
Technically we did.
· if there was a gap in walkaways, how did you bridge (or try) the gap
We did a risk sharing strategy.
· did we get near the “Pareto Frontier?” or …did we “leave money on the table”…where are we on the graph?
I think it is a win win situation, especially since Sally has a motivation to fill the opera house.
· was there anything that surprised you about the negotiation
No, it was different negotiating with two groups of two people. I think that actually made it easier.

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 started at $50,000 and they started at $20,000. The high and low anchors let us know that we needed to do something creative.
A test: was my negotiation effective? (some of these may not apply in a particular exercise)
Score yourself from 1=poor to 5=excellent
_4_ Planning and Strategy: did I have a strategy; was my walkaway right; did I estimate the other’s well?
_4__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?
_4__How well did I develop a plan for managing the process of negotiation?
_4__Did I actively shape the agenda and manage the process to my advantage?
_4__How well did I try understand the other person:
_4__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
_4__The Other's Interests did I find out the other side's real interests and constraints
_5__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
_5__Inquiry vs. advocacy: did I ask (inquiry) a lot of questions, or just advocate my position
_4__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
_5__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
_5_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)
_5__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
Both sides asked a lot of questions and were very friendly.
· be open to persuasion
We were pretty open.
· 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.
There was never much of an adversarial tone.

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 we needed to be a little more clear on our offers because sometimes each side was confused about what was actually on the table.
· What were keys to the negotiation being successful or unsuccessful
Both sides were willing to be creative.
· What would you do differently if you were to do this same negotiation again
Ask more questions up front.
· 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 my negotiation style depends on the style of the other party. In this case, there were no agressive attitudes and the whole process went smoothly, but the outcome was fair. I think would have been a difficult negotiation if the other side was not willing to think outside the box a little. I also realize that it is important that I make sure my co-negotiator is on the same page as me. I sometimes heard things from my side that I didn't know we were thinking.
· 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?
With this situation, we had to go back and sell our agreement to our client. It sounded good to me, but I'm not sure if it would be a realistic solution.