Here is the question

INSTRUCTIONS: Please complete this worksheet on your own after you have reviewed your confidential role play information. You must complete this worksheet BEFORE you conduct the actual negotiation with your partner. You may use point form. You will hand in the worksheet, along with your joint Debrief sheet, after you have done the negotiation.

Your preparation for the Role Play will be more in-depth than this worksheet. Please keep your preparation notes handy so that you can refer to them while you are negotiating.

Reference: Lewicki et al., Essentials of Negotiation, Third Edition (2017, McGraw Hill); Getting Ready to NegotiateThe Getting to Yes Workbook, by Roger Fisher and Danny Ertel (1995, Penguin), page 11 (in part): Prof. Gerry Lindley

The Issues: What are the key issues that I want agreement on? Rank the issues in order of importance for you. (1 mark)

1. ______________________________________________________________________

2. ______________________________________________________________________

3. ______________________________________________________________________

4. ______________________________________________________________________

Issue-By-Issue Planning. For each of my issues, what is my (a) opening point, (b) target point, and (c) resistance point? (1 mark)

ISSUE OPENING POINT TARGET POINT RESISTANCE POINT

1.

2.

3.

4.

My Interests. What I really care about. What are my wants, needs, concerns, hopes and fears? Note: this is not the same as issues; you do not have to provide one example of each of the above if it does not apply. (1 mark)

1. ______________________________________________________________________

2. ______________________________________________________________________

3. ______________________________________________________________________

4. ______________________________________________________________________

Their interests. * What I think the other party really cares about. Their wants, needs, concerns, etc. (1 mark)

1. ______________________________________________________________________

2. ______________________________________________________________________

3. ______________________________________________________________________

4. ______________________________________________________________________

* Identify which of their interests are similar (S), different but not conflicting (D), and conflicting (C) by noting this above. (.5 marks)

Options. List possible agreements or bits of an agreement that we might reach to satisfy both parties. Note: This should not just be a list of your target points. (1 mark)

1. ______________________________________________________________________

2. ______________________________________________________________________

3. ______________________________________________________________________

4. ______________________________________________________________________

5. ______________________________________________________________________

Objective/ Independent Standards (Legitimacy): External standards or precedents that might convince one or both of us that a proposed agreement is fair when our interests conflict. Indicate the most appropriate or relevant standard with an asterisk (*). (1 mark)

1. _____________________________________________________________________

2. ______________________________________________________________________

3. ______________________________________________________________________

My BATNA (walk-away alternative). What can I do if I walk away without an agreement? What is my best alternative (indicate with an *)? (1 mark)

1. ______________________________________________________________________

2. _____________________________________________________________________

Their BATNA. What do I think their BATNA is? (1 mark)

1. _____________________________________________________________________

2. _____________________________________________________________________

People Problems. What people problems (e.g. biases, attitudes, emotions) are likely to arise in the negotiation that I should be prepared for, and how might I deal with these problems? Note: be specific; focus on the issues in the current negotiation scenario and answer both parts of the question. (.5 marks)

________________________________________________________________________ ________________________________________________________________________

________________________________________________________________________________________________________________________________________________

Overall strategy. What is the main strategy that I will use for the negotiation? Why? If there is more than one, which strategy will I use for which issues? (1 mark)

________________________________________________________________________________________________________________________________________________ ________________________________________________________________________________________________________________________________________________________________________________________________________________________

and the reading is here

Pakistani Prunes - Group B

You are Dr. Kim Wilson of TechnoGen of San Jose, California. Your firm is a world leader in the development of genetic engineering processes, biomedical technology and the creation of "new" products for the agricultural and health sciences. Your firm has a multi-million dollar annual budget for the development and testing of new products.

TechnoGen has spent millions of dollars on the research and development of a new drug that will actually reduce blood cholesterol levels. This new substance was discovered accidentally in the process of working on an industry product to develop a good tasting, low fat medical nutritional supplement. If you are successful in developing this product, people could take the product and significantly reduce their blood cholesterol levels AND cholesterol buildup in their bodies simply by diet alone, and without any change in their current exercise program. This product could be taken as part of a dietary program, or added to nutritional supplements and sold over the counter. You suspect that the market for this product would be huge.

This new substance can only be found in the Pakistani Prune, which grows on trees in certain parts of Pakistan. The trees are in a deserted and remote part of the country, making them highly inaccessible for easy harvesting. All efforts to transplant the trees to regions of the world where production would be easier and cheaper have failedthere seems to be some combination of the trees themselves and the quality of the agricultural and weather conditions that only allow the trees to thrive in this area. Moreover, efforts to expand the production in this area have been unsuccessful, since the climate and soil conditions appear to change just enough in neighboring regions to yield healthy trees but they bear no fruit!

Pakistani prune trees bear fruit only once every two years (a ripe prune is about the size, color and texture of a plum). The process for obtaining the key compound from the prunes requires picking them, washing them and then extracting the pulp ("meat") from the prunes. This pulp "mash" is then bio-chemically treated and subject to several genetic engineering processes. It has been estimated that the mash extract of an entire harvest would be sufficient to produce enough compound to treat more than 20,000 high-cholesterol-risk people. Your scientists claim that they are at least 5 years away from solving the problem of how to create the conditions to grow fruit-bearing trees in other parts of the world, and at least 10 years away from being able to create a synthetic mash in the laboratory. Moreover, the trees must have a dormant year in between the years they produce fruit, and all efforts at "genetic engineering" with the trees to produce an annual crop of prunes have failed.

The biannual harvest has just been completed. The output from the entire harvest of Pakistani Prunes is being controlled by the Ministry of Agriculture, which will sell the batch to the highest bidder. Knowing the importance of the mash and the potential lives that might be saved by reducing heart attack risk in high cholesterol patients, you are eager to make this purchase for your company. You have been authorized by TechnoGen to spend up to $5 million to obtain the prunes.

You have just learned that a potential competitor, Dr. Rubio Sanchez, working for some United Nations agency, also has plans to make a bid on the prunes. You don't know any more about the competitor or why he wants the prunes, but you know that you must get the prunes to continue working on this important problem (which promises fabulous profits for your company)!You were just about to call Dr. Sanchez and request a meeting when you received Sanchez's call, requesting a meeting. The two of you have agreed to meet in a cafe near your hotel in Karachi. You have no idea what you will encounter, but you have heard that Sanchez is quite ruthless and very clearly wants the prunes for his organization. As a world government organization, they probably have a lot of money to throw around if they want to!