Negotiation Analytics: case 18.5.2018 Jukka Koskenkanto

Case: The Mouse Main learning objectives: Multi-party, multiple issues – agenda setting Cross cultural negotiations Inter and intra group dynamics Role of preparation Groups of 7 students (1+1+1+1+1+1+1) The towns (Chessy, Coupvray, Magny le Hongre, Bailly) The Mouse Company The National Government The San Schedule 60 minutes to read the general and confidential instructions and have possible pre-negotiation meetings with all or some other parties Create 7 –elements / ProAct analysis of all parties based on the instructions Negotiations end at 12:15 You may have negotiation breaks if needed and agreed with the other parties 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 2 pages per party (14 per negotiation) + 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 Write 7-elements analysis of the pre-negotiation setting (all parties) with underlined text when ever your assumption was ”completely wrong” before the actual negotiations. Why did you assume something that was not the real case? Finalize written agreement (if achieved) and include it (won’t be counted to 2 pages). Write agreement analysis and define you victories and losses compared to the original targets (victories and losses can be also based on the process required to get to the agreement) If agreement exists, it is enough to include it once If you did not achieve an agreement analyze the negotiation dance and add the SNT suggestion for an agreement you believe would be possible if negotiation would continue. Return the case report by 4th of June