Negotiations Outline Paper
The Negotiations OutlinePaper (6-7 single-spaced pages) will provide the background, issues, positions, and factors of a specific type of public sector work-related negotiation (excluding labor-management negotiations). This could be an actual negotiation that occurred; a hypothetical negotiation that could occur; or, a combination of both. The essay must utilize and include the required format as provided below and adhere to the following guidelines.
The “Background” section must provide information to maximize a reader’s understanding of the context in which the negotiation takes place, including a historical perspective, the relationship between the parties (e.g. positive, negative, or neutral as to the level of conflict or cooperation) and the factors leading up to the present negotiation (e.g. why the negotiation is required).
The “Issues” section requires six distinct demands, three presented by Party A and three presented by Party B. Do not use the same demand for both parties even though the demand may be relevant to both parties.
For example, in a buyer-seller negotiation, the issue of contract price is critical to both sides. In the term paper, list contract price for either Party A or Party B but not both.
The Maximum Supportable Position (i.e., the absolute most a party can ask for in its opening position without leaving the realm of reason) for each issue should be concrete and specific. For example, an MSP on a contract price demand by a seller should state the specific increase: Increase Contract Price by 10%. Similarly, be concrete on other issues related to resources, policy changes, timeframes, quantity, quality, etc.
In addition, ensure that each demand on the other party is within the prerogative of the party to meet that demand. For example, a union demanding that a city ensure that Congress pass new legislation is not within the prerogative of the city.
In the “Factors” section, list and describe a minimum of four significant factors affecting the negotiation. These could include, for example, legal, economic, cultural, political, social, or organizational factors. In your description of each factor, explain why and how it is significant.
In the “Negotiating Strategy” section, select either Compromise or Mutual Gain or Combination; describe what preparation steps either Party A or Party B would take to ready itself for utilizing that strategy; and, for each phase, provide a description, its purpose, and four recommendations you would make as a consultant and why.