1. Negotiation Situation
Palo Alto is too expensive to live in!
Many middle and lower income people who work in Palo Alto (e.g. restaurant workers) must commute in from other places.
One possible plan: Build a
10 story lower-income
building in Palo Alto.

2. 10 stories will maximize space (4 units per floor), but to stay within budget the building would have to be plain and functional.
75% of Palo Alto residents agree that some more lower income housing should be built.
15% have no opinion

3. But 10% (very vocal) feel very strongly that no big ugly buildings should be built in Palo Alto. They worry about:
Increased traffic, both during and after construction
Higher crime/vagrancy, especially because the building would be near a children’s park.

4. Two teams to negotiate:
The Palo Alto City Council: under pressure to do something to relieve housing issue. Only one good building site available.
The Committee for a Beautiful Palo Alto: believe that more Palo Alto residents would disapprove of the plan if they thought more carefully about the disadvantages. Will be vocal in the media if not satisfied.

5. 15 minutes to prepare 30 minutes to negotiate Remember:
greetings, small talk, agenda
Listen to each other, ask questions, clarify concerns, emphasize common concerns
Explore various options
Conclude with a plan (or a next step)

6. Discuss in your groups/as a class
How did the negotiation go? What strategies or language phrases were effective in this case, and which ones were not?
What, if any, of the advice and experiences Rick Simons shared tonight could be related to your negotiation practice tonight?