$0.00 – $6.50
Lawrence Susskind and John Forester
Two-party, two-issue scoreable negotiation between a developer and a neighborhood association representative regarding the development terms of a new condominium project
SCENARIO:
The grandchild of the founder of the city of Redstone has proposed building an up-scale condominium project. This has been encouraged by the Redevelopment Authority. Rumor has it that the plans include 120 units, street level commercial businesses, and a parking garage. The City Council is opposed to the project. A Neighborhood Association, including supporters of the "slow-growth" platform on which the Council was elected, is very upset and has articulated its opposition to the plan. In addition, the down-zoning laws in Redstone allow the developer of the proposed project an "as of right" density of only 50 units. However, the developer can negotiate for a higher density by offering to exceed the 10% affordable housing requirement set by the city. The City Council has urged that a representative from the Neighborhood Association and the developer meet to try to reach an accord. If no agreement is reached, the dispute will go to the City Council and the Redevelopment Authority (which are at odds).
MAJOR LESSONS:
- Importance of pre-negotiation analysis: It is important to prepare for a negotiation and particularly to identify both aspirations and BATNA's.
- Distributive vs. Integrative bargaining differences: The participants have an opportunity to analyze the differences between distributive and integrative bargaining.
- Potential Joint Gains: Focusing on issues that are valued differently will allow participants to assess the importance of trading across issues to reach an agreement.
ADDITIONAL NOTES:
A variation of this exercise entitled Ocean Splash is also available from the Clearinghouse.
Estimated Time Requirement:
This scorable game takes about 10 minutes to read. Preparation should take approximately 15-20 minutes. The parties are given a chart to assess their scores for all possible agreements. The negotiation should take from 30-45 minutes. At least 30 minutes should be allocated for debriefing.
TEACHING MATERIALS:
For all parties:
- General Information
Role specific:
Confidential Instructions and Scoring Charts for
- Angela Redstone
- John Hammond
Teacher's package:
- All of the above
KEYWORDS/ THEMES:
Anchoring; BATNA; Bluffing; Closure; Community development; Constituents; Creativity; Currently perceived choice analysis; Interests, dovetailing; Land Use Negotiation; Linkage negotiation; Meaning of "success"; Misrepresentation; Monolithic vs. non-monolithic parties; Offers, first; Political constraints, dealing with; Precedents; Pressure tactics; Public dispute resolution; Public opinion; Reservation price; Risk aversion
SIMILAR SIMULATIONS:
Parking Spaces for Super Computer
Negotiated Development in Redstone Attributes
| Time required: | 30 minutes - 1 hour |
|---|---|
| Number of participants: | 2 |
| Teams involved: | No |
| Agent present: | None |
| Neutral third party present: | None |
| Scoreable: | Yes |
| Teaching notes available: | Yes |
| Non-English version available: | Bulgarian, German, Spanish, French, Japanese |
