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7 Element Worksheet (Ocean Splash)

This document outlines a negotiation between the United Cancer Association Walk (UCA Walk) and Ocean Splash, one of its sponsors. There are three main issues: 1) the number of banners Ocean Splash can sell at the event, 2) the number it can display in the stadium, and 3) ensuring scores meet a bottom line. Both parties' interests, options to address the issues, relevant standards, alternatives, desired commitment levels and communication approaches are discussed. The document provides guidance on structuring the negotiation, maintaining a constructive relationship, and reaching a tentative agreement.

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Shyryn Sakhanova
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1K views

7 Element Worksheet (Ocean Splash)

This document outlines a negotiation between the United Cancer Association Walk (UCA Walk) and Ocean Splash, one of its sponsors. There are three main issues: 1) the number of banners Ocean Splash can sell at the event, 2) the number it can display in the stadium, and 3) ensuring scores meet a bottom line. Both parties' interests, options to address the issues, relevant standards, alternatives, desired commitment levels and communication approaches are discussed. The document provides guidance on structuring the negotiation, maintaining a constructive relationship, and reaching a tentative agreement.

Uploaded by

Shyryn Sakhanova
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
You are on page 1/ 3

SEVEN ELEMENT PREPARATION TOOL

PARTIES AND ISSUES


The Parties
(You may want to draw a
diagram)
J. Simonds
UCA Walk
E. Biggs
Ocean Splash

Important Issues
(Subjects that need to be
dealt with)
1. To sell banners as many as
possible to Ocean Splash
2. To give banners in stadium
as few as possible to Ocean
Splash
3.Do not exceed bottom line
of scores, to get scores as
high as possible

INTERESTS
Ours:
1.To increase the budget for
Cancer Association
2.To attract as many sponsors
as possible
3.To give banners in stadium
to more sponsors
4.Save the image of the Walk
5.Be fair in the division of
stadium banners
6.Do not let to be manipulated
or pressed by Ocean Splash

Theirs:
1.To improve the reputation
Ocean Splash by the USCA
Walk
2. To keep as much money as
possible
3.Do not let to be manipulated
by USCA Walk coordinator
4.To promote Ocean Splash by
the Walk event
5.To be recognized as much as
possible on the TV
Others: Other sponsors
1.Promote their companies by
the USCA Walk
2.Imrove the image by the
Walk event
3.Spend as less money as
possible for the Walk

OPTIONS
(List possible options for each
issue)
Issue 1:
1.To give them satisfied
number of stadium banners
2.To decrease the cost for
each banner
4.Build larger stadium
5.Set cameras not only in the
stadium
6.Attract more journalists
Issue 2:
1. Provide with other type of
the promotion mentioning
Ocean Splash in the speech,
give the report about Ocean
Splash
2.To promise to give more
stadium banners in the next
Walk
3.To show the rule of no more
than one-third of total banners
in stadium
4.Softly explain that to get
more, you have to give more
Issue 3:
1.Use the options of Issue 1
and 2
2.To find middle point for
satisfaction of both J. Simonds
and E. Biggs

LEGITIMACY
(Identify objective standards
relevant to any issues or
options you have identified)
1.The rule of no more than
one-third of total banners
2.The table of score (to
manage the fairness of the
stadium banners and total
banners proportion)
3. Total results of sponsors.
Comparison with other
sponsors money with the
Ocean Splashs one
4.To call for experts to
evaluate stadium banners
5.Fair and equal proportion by
the calculation for each
company

ALTERNATIVES
Your Alternatives:
(Circle your BATNA)
1.Give more stadium banners
2.Accept shaded part of the
table
3.Refuse from the Ocean
Splashs budget
4.Take a few amount of
banners from Ocean Splash

Ways to improve:
1.To sell more banners to
other sponsors
2.Find more sponsors
3.Give in response a few

COMMITMENT
What level of commitment do
you want?
Expressing views?
Generating options?
Joint
Recommendations?
Tentative Agreement?
Firm, Signed Deal?
1.Firendly negotiation tone
2.Fair objective criteria for
both sides
3.Active listening
4.No positional bargaining/
tricky game or press
5.Disclose enough information
for valuable and sufficient
negotiation

COMMUNICATION
Listen For? Talk About?
Seek for interests
Collect enough information
Actively listening

Questions to ask?
Information to Disclose?
1.Do you have ideas or
suggestions?
2.What are your main
interests?
3.Why did you see the past
results as unfair?

RELATIONSHIP
Currently
Preferred
Almost
satisfied
Ocean Splash

Totally
satisfied
Ocean Splash

amount of stadium banners


heir Alternatives
(Circle your estimate of their
BATNA)
1.To do not invest in the Walk
2.Accept a few amount of
stadium banners
3.Accept shaded part of the
table
4.Buy less total banners
Way to Worsen:
1.The USCA will lose some
part of the budget
2.Cannot find other sponsors

6.Accepting the criticism


7.Respect
At the end of this meeting:
Agreement is reached

At the end of the


negotiation:
(Elements of a framework
agreement)
Total of 75 banners and 23 of
them will be in stadium.

4.For what reason do you think


that this option is fair?
5.Do you have any standard
criteria on which you rely on?

If necessary, what specific


steps might you take to
change the current
relationship to the preferred
one?

What specific steps might you


take to change any current
problematic communication?
!. Suggest the break
2.Change the place for the
negotiation
3.Keep patient and do not let
emotions
4.Keep silence
5.Polite way of distributing the
needs

Suggestion for the future


partnership

1. I started the negotiation with explaining them how their support is important, so the other side was aware enough about
our interest to keep them as sponsors. Also, I disclose our bottom line which helped to save time on needless guess about
preferable amount of banners
2. Other side did a good job by being open for the criticism and disclosing enough information
3. I prefer to not disclose full information to the other side in the next negotiation
4. It would be better if the other side was more active in suggesting possible options or solutions

Shyryn Sakhanova
201501005
Business Negotiation
Exercise 7

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