Wright Airplane Case

General: What happened; what was the outcome; were you successful or not; why and why not;
We reached an agreement using creative solutions.
· who was satisfied (answer this before comparing walkaways or comparing information);
Both our needs were satisfied.
· did either violate his/her walkaway; if so, why?
Technically the final price was beyond both of our walkaways.
· if there was a gap in walkaways, how did you bridge (or try) the gap
It was obvious that we both had more to offer each other than money. We worked out a good solution.
· did we get near the “Pareto Frontier?” or …did we “leave money on the table”…where are we on the graph?
No money was left on the table.
· was there anything that surprised you about the negotiation
I was suprised how easy it was to get to a solution.

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? I started high, and he started low, but the gap wasn't too big.

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
_5__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?
_5__Did I actively shape the agenda and manage the process to my advantage?
__5_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
__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
__4_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? Yes we used principled techniques.
· listen, be warm and friendly; avoid quarreling; ask questions, ask questions, ask questions, ask clarification, rephrase
Better than in any of my negotiations so far.
· be open to persuasion
Yes
· be principled (“You want to pay….I need …Can you think of ways that is fairer than splitting
Yes, we did this.
· turn the interaction from adversarial haggling into side-b-side solving of the problem of what is fair.
We started out with a problem solving mindset.

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 would like to be able to get the other person to have a problem solving mindset and avoid mindless haggling.
· What were keys to the negotiation being successful or unsuccessful
Creativity and friendliness.
· What would you do differently if you were to do this same negotiation again
Not much, things seemed to go well. If I was negotiating with a different person, I might have to confront the situation differently.
· 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 would need to be careful in a situation like this if the other person was looking to take advantage of me. I seem to be pretty agreeable if the person seems willing to compromise in some way. I could probably bargain harder for my own interests.
· 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 think this kind of situation was more realistic than any of the cases we have done so far. It may be more difficult to come up with these solutions in real life though. Since this was pretty much a transaction type negotiation, it would probably not be so likely that people would look for creative ways to make both sides better off.