Negotiation Analytics: case 16.5.2018 Jukka Koskenkanto

Case: Ad Sales Main learning objectives: Groups of 6 students (3+3) Two-party, multiple issue negotiation Party’s interests & negotiatiotor’s interests How to prepare Groups of 6 students (3+3) Ad Sales (Dom Venucci, Jan Vincent, Lauren Waters) Union (John Riley, Tom Callahan, Toby Jones) Schedule 10 minutes to read the general instructions with your team 15 minutes to read the confidential instructions of your role 35 minutes to negoatiate your team’s strategy for the actual negotiations Max 120 minutes for negotiations You may have negotiation breaks if needed and agreed with the other party Case reporting instructions per team after the negotiations are completed. Materials: General instructions (1 copy per negotiating party) Confidential instructions (1 copy per role)

Reporting instructions Maximum of 3 pages per party + cover sheet List students (names + student numbers) of each party on cover sheet (+identify the party specific report with party name) Answer to following questions Include a 7-elements / ProAct analysis you did in the report Did you negotiate with your own team about the goals? How did you make the decisions about your party’s goals? Did you define how you want to negotiate about the topics - as a one entitity or question by question? Why did you choose to do it that way? If you did not define the way to negotiate about the topics, why not? Which technical negotition tools (like negotiation breaks, deadlines etc) did you use? Did they work as you planned? If you had an opportunity to negotiatiote once again with this knowledge, what would you do differently in order to achieve better result? Why? What was the #1 learning from the negotiations? Return the case report to jyrki.wallenius@aalto.fi by 4th of June