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Essay on Harborco Analysis

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Harborco Analysis

The Situation

As the lone representative of Harborco, I was thrust into a 15 on 1 situation in the board room. I knew that though I held much power in the case, it was imperative to make sure the groups did not side together against me. I began simply by discussing the importance of the project and how I wish to gain everyone's support. I focused on the least powerful groups at first, awarding them small victories in order to gain support.

With a small group of allies in my corner, I began negotiation with Daniel Kim who represented the FED. I knew this was the most important negotiation for Harborco and tried to smoothly approach the subject. I explained first the importance of the money needed and how it will …show more content…

People fight so hard for their side, that they tend to turn stubborn and ignorant. Daniel Kim?s reaction to my request for 3 Billion dollars not only ruined the smooth flow of the negotiation but also changed my entire approach. I planed on chipping away, one group at a time until everyone was somewhat happy with the results. However with the FED?s unwillingness to properly negotiate the whole project seemed to be in jeopardy.

Daniel Kim explained that there is no point in even arguing about this and that he would refuse to give more than 1 Billion dollars. Even as other groups intervened and tried to offer solutions he would not budge. I all of a sudden had to jump onto the offense and attack Kim for being so stubborn and unwilling to listen. I said that if he wont even consider moving up from the 1 billion figure that this negotiation might as well stop right here.

I knew I would not take any less than 2 Billion and that he would not give a penny over 1 Billion. We were in a serious deadlock, one much similar to Hacker and Star. Both of us, refused to budge and threats started being thrown around. He said he had no problem not giving me anything in terms of funding, and I said that this project was not going to go through if he didn?t, and that the rest of the groups could blame the FED. If he was Hacker and I was Star, we would have started suing each other. The problem was that it seemed we both had strong BATNA?s and no reason for

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