Negotiation Case Study

In this assignment, youll apply negotiation strategies from Getting to Yes to the Colburn University indoor tanning case. Your task is to identify each stakeholders likely position and underlying interests, then use the interest-based approach described by Fisher and Ury to propose creative solutions. Youll practice looking beyond stated positions to discover what really matters to the parties and explore ways to address shared interests through negotiation. This exercise will help you develop key skills for resolving complex dilemmas and finding mutually beneficial outcomes. In Getting to Yes by Roger Fisher and William Ury, chapter 3 discusses the importance of focusing on interests rather than positions as a way to approach any negotiation. They distinguish the two concepts this way: Interests motivate people; they are the silent movers behind the hubbub of positions. Your position is something you have decided upon. Your interests are what caused you to so decide (pg. 42 of 1983 edition). They make two key points about the value of staying focused on interests rather than positions: Reconciling interests rather than positions works for two reasons. First, for every interest there usually exist several possible positions that could satisfy it. All too often people simply adopt the most obvious positions…. When you do look behind opposed positions for the motivating interests, you can often find an alternative position which meets not only your interests but theirs as well…. Reconciling interests rather than compromising between positions also works because…behind opposed positions lie shared and compatible interests, as well as conflicting ones (pg.43). In the rest of the chapter, they describe how to identify the underlying interests of stakeholders so that a negotiation can focus on satisfying interests rather than reconciling positions. In chapter 4, Fisher and Ury then address the topic of inventing options for mutual gain as the next step in a negotiation after identifying interests. They identify several commonly held but constricting mindsets that can undermine negotiations. Then the authors walk through a series of steps that can generate a host of new and potentially viable options for stakeholders that help them envision alternative solutions that sidestep the seemingly irreconcilable logjam of the stakeholders opposing positions. This is a critical generative process often referred to in the negotiation field as expanding the pie. Assignment Instructions: Read the materials on the Colburn University case about the campuss indoor UV tanning dilemma. Write a 1000-word paper focusing on the five members of the ad hoc negotiation group, who have been invited by the university president to resolve the dilemma posed by indoor UV tanning on university property and to make a recommendation: 1. Christina Slattery, vice president for public affairs at Colburn University and convener and facilitator for ad hoc negotiation group on indoor UV tanning at Colburn University 2. Barbara Holly, a graduate student from Texas, studying public health at Colburn; co-founder of Colburn Against Skin Cancer Encouraged by Tanning (CASCET) 3. Sonya DAlva, a corporate lawyer from Hamilton and Colburn alumna 4. Rob Di Maria, vice president and general counsel for Colburn 5. Leo Higuan, proprietor of College Tans and franchisee of a dozen coffee shops around town Discussion Prompts: 1. For each of the five members of the ad hoc negotiation group, describe what you believe is each persons likely initial position and at least three likely underlying interests. A brief bullet-point list for each is fine for conciseness. Keep in mind that people may have one position before they begin a negotiation, but they are likely to have multiple different underlying interests (You are free to exercise some creative license in describing their interests, since we cannot know everything about ad hoc group members, but try to keep it realistic). Then reflect on which interests may be shared by two or more of the members. Keep in mind that the ad hoc negotiation group members are likely to have interests related to health and ideology, but they are also likely to have additional interests in other domains, such as professional and personal relationships, reputation, and aspirations. 2. Next, follow the process described by Fisher and Ury to generate a half dozen or so different alternative options to solve their dilemma. Then identify which underlying interests of the five members of the ad hoc negotiation group can be satisfied by these alternative options and explain how the options maximize to a greater or to a lesser extent the underlying interests. Formatting & Submission: Your paper must be 1000 words, not including title, headings, or references, double-spaced, with 1-inch margins, 12pt Times New Roman font, and APA 7 formatting to cite and reference the textbook. Book: Northouse, P. G. (2022). Leadership: Theory and practice (9th ed.). SAGE Publications. Fisher, R., Ury, W., & Patton, B. (2011). Getting to yes: negotiating agreement without giving in. 3rd ed., rev. ed. Penguin.