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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)
Well 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
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Dr. Caneel Joyce
Executive Summer School
3
Review your
plan for a
few minutes
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1. Purpose
2. Interests &
Priorities
3. BATNAs
4. Options & Issues
5. Standards
6. Proposals
7. Intentions
Dr. Caneel Joyce
Executive Summer School
4
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
Harborcos 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
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Dr. Caneel Joyce
Executive Summer School
5
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


Dr. Caneel Joyce
Executive Summer School
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Harborco Final Proposal Voting Record Sheet - Use for final voting round only!
How to record your final proposal:
-->
Group
1
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 / N
Employment 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
Dr. Caneel Joyce
Executive Summer School
7
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 / N
Employment Rules
(1-3)
1
any 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
Negotiation Journals
Individual Observations
Class Results
Peer Feedback
Individual Reflection & Summary
Discussion
Dr. Caneel Joyce
Executive Summer School
12
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
Dr. Caneel Joyce
Executive Summer School
13
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
Dr. Caneel Joyce
Executive Summer School
14
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
Negotiation Journals
Individual Observations
Class Results
Peer Feedback
Individual Reflection & Summary
Discussion
Negotiation Journals
Individual Observations
Class Results
Peer Feedback
Individual Reflection & Summary
Discussion
9
Negotiation Journals
Individual Observations
Class Results
Peer Feedback
Individual Reflection & Summary
Discussion
Dr. Caneel Joyce
Executive Summer School
18
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
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Dr. Caneel Joyce
Executive Summer School
19
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?
Dr. Caneel Joyce
Executive Summer School
20
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 RPs
For this reason they are unlikely to stay with a coalition
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Dr. Caneel Joyce
Executive Summer School
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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
Dr. Caneel Joyce
Executive Summer School
22
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

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Dr. Caneel Joyce
Executive Summer School
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Harborco Enviro Union Ports

DCR

Governor

RP

55 50 50 31 65 30

Max
possible

77 100 90 64 100 77
Dr. Caneel Joyce
Executive Summer School
24
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
Dont 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
groups 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
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Dr. Caneel Joyce
Executive Summer School
25
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.

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