4.acj ess multiparty harborco 2011 - {the caneelian} · pdf file7/4/2011 ·...

1

Multiparty Negotiation

Dr. Caneel K. Joyce 30 June 2011

Dr. Caneel Joyce Executive Summer School 2

Timing for Today

•  Review your preparation notes (Planning Document)

•  We’ll negotiate in breakout rooms •  Use the poster easels to facilitate negotiation

and write proposals for voting (three rounds) •  When time is up give your completed Final

Proposal Sheet to Alex!! •  Today & tomorrow, break is later: 11:10-11:40 •  After break return to lecture hall

2


Review your plan for a few minutes

!"#$%&'%&$()*+'((&(#),$-./"(%!"#$%&'(&'%)!*!+%,#-! !

.(/&)#/01!"(2#1314!*!+%,#1! !

!

01213,)*45*603)78'%)&9)%8&9)("#$%&'%&$()!"##$!%&'%$):")':$.%;))

)

)

<!1353010=)356')7!8/%(9,:;!&6#)!</'%/'&'=#>!?%2<(/#!:%@/!</'%/'&'#1!&%!A')9!&/(9#%AA1BC%)C#11'%)1>4)

>&("=)

)

)

)

)

18"&?9=)

)

)

)

@21!29=)3D&(&#!')!E%/91!()9!')!&#/21!%A!<%')&1;!9%,,(/1;!%/!&6#!(<</%</'(&#!2#&/'C4!

>&("=) 18"&?9=)

)

)

6*1<6!0)A)<00430)3F/(')1&%/2!E(:1!&%!#G<()9!&6#!<'#!%/!A')9!(!2@&@(,,:!(&&/(C&'H#!($/##2#)&4)

)

)

)

012!,25,0)3#I@'&:;!)##9;!A('/)#11;!2(/7#&!/(!')9@1&/:!8#)C62(/71;!6'1&%/'C(,!9(&(;!(11@2<&'%)1>>>4!

)

)

)

*56*602B0)3&6')7!')!&#/21!%A!2@,&'J'11@#!<(C7($#14!

29C&?")%$)DE1'?#"%)*$&(%F) )) G$(%"(%)H&%8) ) ) B&I")H&%8)DE5"9"?I'%&$()*$&(%F)

)

)

)

)

<!13!1<6!)J65)1K<0)!3L61<21<6!)3&(C&'C1B1&/(&#$'#1!:%@!E()&!&%!&/:;!$%(,1;!A%C@1!(/#(14!

)

)

1. Purpose 2.  Interests &

Priorities 3. BATNAs 4. Options & Issues 5. Standards 6. Proposals 7.  Intentions


Harborco Rules: Voting

•  Three formal scheduled rounds of voting by secret ballot –  15 minutes, 40 minutes, and 75 minutes into discussion –  Time limits will be strictly enforced. –  The FLA Rep (played by Caneel or Alex) will come to take your ballots.

•  Harborco makes proposals for formal votes (one option per issue) –  Though other members may make proposals for straw votes at any point –  If Harborco cannot decide in time for the scheduled vote, your group will vote on

Harborco’s initial proposal

•  When a proposal is passed (min 5 Yes votes) the vote is binding –  Your team can then negotiate on improvements (require unanimous support)

•  If your team has not approved a proposal by the end of negotiations, the FLA will reject Harborco's application

3


Secret Ballots

Secret Ballot Secret Ballot Secret Ballot

Round 1

(15 mins)

Round 2

(40 mins)

Final Round 3

(75 mins)

Environment Environment Environment

Write

"Y" or "N" Write

"Y" or "N" Write

"Y" or "N"

N Y


Harborco Final Proposal Voting Record Sheet - Use for final voting round only!

How to record your final proposal:

-->

Group1

Final Proposal Harborco Environment Unions Other Ports Federal DCR Governor

Industry Mix(1-3) !"#$%&'()*%+&, -".+/&)0"1'2/( 3"2(4/1)5'1(/.2%6 -%2"47)*+/44"1./2 8'24)9%&&/1$%:/1);)

<'1/)5',/ ='1"')>%,2".+/7

Ecological Impact(1-3)

Circle

Y / N

Circle

Y / N

Circle

Y / N

Circle

Y / N

Circle

Y / N

Circle

Y / NEmployment Rules

(1-3)any other improvements made?

Federal $(1-3)

Comp to Ports(1-5)

STEP 1. Enter the Final Proposal being put up for vote, using the number given for each option (For example, for issue A: Industry Mix, you would enter a "1" for "primarily dirty", a "2" for "clean/dirty", and a "3" for "all clean".)

STEP 2. For the final vote only, circle Y or N beneath each name.

How Voting Works: There are three scheduled rounds of voting by secret ballot: 15 minutes, 40 minutes, and 75 minutes into discussion. Time limits will be strictly enforced. The FLA Rep (played by Caneel or Alex) will come to take your ballots.

For each round, Harborco makes the proposal (containing one option for each issue). If Harborco can not decide on a complete proposal in time for the scheduled voting round, then FLA will require that your group votes on the initial proposal put forth by Harborco at the beginning of the negotiation. (Other members of the group may make proposals for straw votes at any point, but only Harborco can make proposals for formal voting rounds.)

If a proposal is passed in any round (meaning it receives at least five Yes votes), then the votes is binding. From that point forward, your team can negotiate on improvements to this proposal. If such improvements receive unanimous support in the final round of voting, they wil be incorproated into teh final agreement (please describe only these agreemetns in the space below once they have been unanimously supported). If they do not have unanimous support, then the initially approved proposal stands.

4


Harborco Final Proposal Voting Record Sheet - Use for final voting round only!

How to record your final proposal:

-->

Group___

Final Proposal Harborco Environment Unions Other Ports Federal DCR Governor

Industry Mix(1-3) 2 !"# $%&& '()%( (*(')( &+,- !(."'

Ecological Impact(1-3) 3

Circle

Y / N

Circle

Y / N

Circle

Y / N

Circle

Y / N

Circle

Y / N

Circle

Y / NEmployment Rules

(1-3) 1any other improvements made?

Federal $(1-3) 1

We will host an opening party sponsored by the local unions.

Comp to Ports(1-5) 5

How Voting Works: There are three scheduled rounds of voting by secret ballot: 15 minutes, 40 minutes, and 75 minutes into discussion. Time limits will be strictly enforced. The FLA Rep (played by Caneel or Alex) will come to take your ballots.

For each round, Harborco makes the proposal (containing one option for each issue). If Harborco can not decide on a complete proposal in time for the scheduled voting round, then FLA will require that your group votes on the initial proposal put forth by Harborco at the beginning of the negotiation. (Other members of the group may make proposals for straw votes at any point, but only Harborco can make proposals for formal voting rounds.)

If a proposal is passed in any round (meaning it receives at least five Yes votes), then the votes is binding. From that point forward, your team can negotiate on improvements to this proposal. If such improvements receive unanimous support in the final round of voting, they wil be incorproated into teh final agreement (please describe only these agreemetns in the space below once they have been unanimously supported). If they do not have unanimous support, then the initially approved proposal stands.

STEP 1. Enter the Final Proposal being put up for vote, using the number given for each option (For example, for issue A: Industry Mix, you would enter a "1" for "primarily dirty", a "2" for "clean/dirty", and a "3" for "all clean".)

STEP 2. For the final vote only, circle Y or N beneath each name.

Harborco 90 minutes

Voting Round 1: 15 mins (before 10:00) Voting Round 2: 40 mins (before 10:25) Voting Round 3: 75 mins (before 10:55)

Groups 1 & 2 Groups 3 & 4

Room 109 Room 114

5

Break 11:10 - 11:40

Negotiation Journals Individual Observations

Class Results Peer Feedback

Individual Reflection & Summary Discussion

6





Class results

0

50

100

150

200

250

300

350

400

450

Group 1 Group 2 Group 3 Group 4

Final Scores by Group

Group 1 410 Y Group 2 363 Y Group 3 0 N Group 4 399 Y

7


Class results

0

20

40

60

80

100

120

140

160

Industry Mix Ecological Impact

Employment Rules

Federal $ Comp to Ports

Final Scores by Issues

Average Min Max

Average Min Max Industry Mix 70 47 77 Ecological Impact 77 67 89 Employment Rules 73 7 150 Federal $ 68 56 76 Comp to Ports 60 50 68


Class results

Group 1 Group 2 Group 3 Group 4 Environment 77 77 47 77

Union 89 83 69 67 Other Ports 57 7 150 78 Federal DCR 56 76 69 70

Governor 68 63 60 50

0

50

100

150

200

250

300

350

400

450

Group 1 Group 2 Group 3 Group 4

Final Scores by Group and Role

Governor

Federal DCR Other Ports

Union

Environment

8







9





Many Pareto Efficient Solutions

•  In general, when reservation prices are relatively high, as in this case, there are few suboptimal solutions in multi-party, multi-issue situations

•  55 possible agreements •  9 with consensus •  Only 4 that were Pareto inefficient

10


What was your strategy?

•  Harborco –  Did you just reach your minimum for the deal? Why

did you not claim more value? –  Did you manage to get more points for yourself? How

did you do it? •  DRC

–  Did you give $3 million? (This is rare) If so, how did this happen?


What was your strategy?

•  Ports –  Did you vote No on the deal that went through, even though you

got nothing? Why? –  Did you vote Yes? Why? –  Did you kill the deal? How?

•  Did anybody try to form coalitions? Which roles? –  Unions, the government, and even environment can pretty easily

be given a deal that generates more points than their RP’s –  For this reason they are unlikely to stay with a coalition

11


What was the effect of having to vote?

•  Harborco: what was more effective in helping you understand the other parties’ positions on the issues - discussion or voting?

•  Under what circumstances would voting provide the most information about positions on issues?

•  If parties are forthcoming with positions and interests, can you dispense with voting? What would you lose?

•  Voting forces negotiators to: –  Link issues –  Consider alternative multi-issue proposals


©1996-2010 Dispute Resolution Research Center, Northwestern University. All rights reserved.

HARBORCO

Summary of Points

Harborco Env Ports Gov DCR Unions Industry Mix

1. Dirty 14 0 0 14 0 15 2. Clean/dirty 8 22 4 8 11 20 3. All clean 0 45 10 0 5 0

Ecological Impact 1. Harm 11 0 0 12 0 0 2. Main/rep 7 25 0 8 20 0 3. Improve 0 55 0 0 25 0

Employment Rules 1. Union preference 0 0 12 24 0 42 2. 2:1 5 0 8 18 2 35 3. 1:1 10 0 6 12 4 25 4. No preference 17 0 0 0 9 0

Fed Loan 1. $3 B 35 0 0 40 10 30 2. $2 B 29 0 8 30 26 20 3. $1 B 20 0 13 23 40 10 4. None 0 0 18 0 0 0

Other Ports 1. $600 M 0 0 60 0 4 2 2. $450 M 5 0 45 2 8 4 3. $300 M 10 0 30 4 15 6 4. $150 M 15 0 15 7 12 8 5. No 23 0 0 10 0 0

Reservation Price 55 50 31 30 65 50

12


Harborco Enviro Union Ports

DCR

Governor

RP

55 50 50 31 65 30

Max

possible

77 100 90 64 100 77


Strategies and Tactics for Negotiating in Groups

Mutual Strategy

Share own interests and elicit others’ interests

Consider many alternatives; be creative;

seek ways to use available resources

Don’t just compromise; make tradeoffs

Encourage positive relations

Coalitional Strategy

Seek similar others and construct an alternative

that meets your collective interests

Recruit just enough members to control the

group’s decision

Encourage interpersonal obligations among coalition members

Individual Strategy

Open with a high, but not outrageously high demand

Argue the merits of your alternative; do not reveal

your interests

Appear unable or unwilling to concede

Use threats, deadlines, and promises if necessary

Encourage positive relations

13


How can you apply lessons from Harborco to running meetings?

Learning points: (1) fragility of coalitions (2) need to get on the bandwagon when you can no longer maintain a blocking coalition (3) be careful in leading such a group that you do not take all the concessions out of your own value (4) link issues in proposals rather than voting on one issue at a time.

4.acj ess multiparty harborco 2011 - {the caneelian} · pdf file7/4/2011 ·...

Documents