The New Road Negotiations: not in my backyard These PowerPoint slides reflect a discussion of the context to the ‘New Road Negotiations: not in my back yard!’ case study, and show how a strategic approach unfolds – considering all the factors, what might be changed, etc. It is not a definitive answer to the case study questions; the main purpose is to give students the opportunity to see and experience what a strategic approach means in practice

The strategy framework Strategy factor Importance of issue to self Concern for other’s outcome Expectation of other’s strategy Time pressure Quality of alternative high/low low high contend poor high low concede good high(ish) high compro-mise poor for both high compro-mise low(ish) good for both high/low concede contend compromise high/low good/poor concede contend clear cut compromise creative compromise

Main Roads’ perspective – the current situation Getting the road built is important for safety reasons; the reason Main Roads exists is to ensure road safety Strategy factor Importance of issue to self Concern for other’s outcome Expectation of other’s strategy Time pressure Quality of alternative high/low low high contend poor high low concede good high(ish) high compro-mise poor for both high compro-mise low(ish) good for both high/low concede contend compromise high/low good/poor The money allocation is only in this budget The Hearings Committee will only say ‘negotiate further’; rarely does it forcibly acquire concede contend clear-cut compromise creative compromise

Her approach is driven by her context What is the owner’s perspective? One interpretation of the owner’s current situation Attachment to and investment on the land; income from the land Strategy factor Importance of issue to self Concern for other’s outcome Expectation of other’s strategy Time pressure Quality of alternative high/low low high contend poor high low concede good high(ish) high compro-mise poor for both high compro-mise low(ish) good for both high/low concede contend compromise high/low good/poor Being told to ‘go away and negotiate’ is okay and there is no pressing reason to reach agreement concede contend clear-cut compromise creative compromise Her approach is driven by her context

Main Roads’ perspective – what strategy? Previously, concern for the landowner was low, reflected in the ‘she is being unreasonable; we have the power to acquire’ approach (which was what led to the deadlock). New Main Roads representative has clear concern for citizens. Strategy factor Importance of issue to self Concern for other’s outcome Expectation of other’s strategy Time pressure Quality of alternative low high contend poor high low concede good high(ish) high compro-mise poor for both high compro-mise low(ish) good for both high/low high/low concede contend compromise high/low good/poor But this suggests that Main Roads should be conceding on an issue that is important to it – that is, not acquire the land when the land is needed to make the road safe, a main road ! concede contend clear cut compromise creative compromise

Both parties’ perspectives – the current situation Strategy factor Importance of issue to self Concern for other’s outcome Expectation of other’s strategy Time pressure Quality of alternative high/low low high contend poor high low concede good high(ish) high compro-mise poor for both high compro-mise low(ish) good for both high/low concede contend compromise high/low good/poor ! concede contend clear-cut compromise creative compromise

Main Roads’ perspective – what might we change in our situation? Strategy factor Importance of issue to self Concern for other’s outcome Expectation of other’s strategy Time pressure Quality of alternative high/low low high contend poor high low concede good high(ish) high compro-mise poor for both high compro-mise low(ish) good for both high/low concede contend compromise high/low good/poor Deal with the finance/timing issue concede contend clear-cut compromise creative compromise Concede now not the only strategy option

Other approaches are opening up What is the owner’s perspective? One possibility of how it might be changed by Main Roads Change in Main Roads away from previous ‘eventually concede’ approach made clear Strategy factor Importance of issue to self Concern for other’s outcome Expectation of other’s strategy Time pressure Quality of alternative Make safety a community issue Other approaches are opening up high/low low high contend poor high low concede good high(ish) high compro-mise poor for both high compro-mise low(ish) good for both high/low ? concede contend compromise high/low ? good/poor ? Many meetings, regular travel from Brisbane? Provide information about when the Hearings Committee has ordered acquisition, increase the perception of risk ? concede contend clear-cut compromise creative compromise Factors that lead to contending are being undermined

Main Roads’ perspective – the new potential situation Strategy factors affecting both parties now open the possibility of a compromise of some sort Strategy factor Importance of issue to self Concern for other’s outcome Expectation of other’s strategy Time pressure Quality of alternative high/low low high contend poor high low concede good high(ish) high compro-mise poor for both high compro-mise low(ish) good for both high/low concede contend compromise high/low good/poor Main Roads’ perspective – the new potential situation concede contend clear cut compromise creative compromise

Main Roads’ perspective – the new potential situation Probable outcome from the original situation: acquisition but at a high cost and bad publicity, and the individual left dissatisfied Strategy factor Importance of issue to self Concern for other’s outcome Expectation of other’s strategy Time pressure Quality of alternative high/low low high contend poor high low concede good high(ish) high compro-mise poor for both high compro-mise low(ish) good for both high/low concede contend compromise high/low good/poor Final outcome: Main Roads and the individual work together to find land as compensation; low cost to Main Roads; individual satisfied Main Roads’ perspective – the new potential situation concede contend clear-cut compromise creative compromise