This exercise asks you to focus on a real negotiation that you are or have been involved in. The objective is to systematically plan or analyze a completed negotiation.It will be confidential, but the “field” or topic and players of the negotiation can be shared with the class to illustrate the range of negotiation experiences we have in our group.
The firstphase of the planning is to fill in the diagram of the ‘field’ using these instructions:
UNDERSTANDING THE TOPIC, KEY PARTIES AND THEIR ROLE
Instructions: The purpose of this activity is to giveyou an opportunity to construct a field analysis on your relationship with a specific other negotiator. This tool should be helpful when negotiators have to consider multiple parties--on their ownside and on the other side--who can affect a negotiation outcome, and whose needs and interests must be considered.
The metaphor for this planning tool is a soccer field (see diagram below). Onthe field would be members of your team and members of the other team (A, B). On the sidelines are backup players, coaches, trainers and other team personnel (C). In the stands are “fans” who arewatching the negotiation, members of the media, and other direct observers (D). Finally, the elements outside the stadium--the location of the stadium, the weather, and other “context factors” which canshape how the game evolves and is played (E)
Complete as much of the information on this form as you can. If you are unable to answer any of these questions with confidence, consult with others whoare familiar with your negotiation situation to get information in order to make this as complete as possible.
|YOU/YOUR TEAM|OTHER/OTHER’S TEAM |
|1. Who is on my team on the field? (A) |2. Who is on their team on the field? (B)...