Name: Jasurbek

NEGOTIATION PLAN

Negotiation: Shark Case Role: Recreational Competition Fishers Association

Estimation of Fair Solution

LCFA = 720 Tons

SCFA = 700 Tons
RCA = 580 Tons
RTA = 500 Tons

What issues are the issues in the negotiation? Quantify their value to you.
o Reduction of caught Sharks amount
o Protection of health of Sharks

What is your BATNA? Reservation price? Target price?

Available alternatives: 3 Companies

 BATNA: No Less than 20 % out of Total Shark Catchable amount in (tons)

 Reservation price: 17.500.000 $ in the case Total = 2500 Tons and RCA portions is = 20 %
 Target price: 18.750.000 $ RCA portion = 25%

What are the sources of power? What rhetorical strategies can you use to your advantage?
 Importance of the future business opportunities (reproduction of sharks and their health) for the 3 parties
involved. For SCFA = 90 % of their business while for RTA top requirement.
 Possibility of giving more percentage from total catchable amount (in tons) if total amount is = 2500 or close.

What issues are most important to your opponent? How does your opponent value them?
 LCFA would rather deny the equal distribution of percentage for catching and their average catch 1400 Tons
and future harvest isn’t necessary for them since they can refocus on other categories
 SCFA consider percentage of earnings very crucial and they are more concerned over the future harvest than
LCFA and their average is 1300 Tons
 RTA most crucial things is capacity of sharks for future reproduction to provide long run sustainability to the
business

What is your opponent’s BATNA? Reservation price? Target?

 Opponent’s BATNA
LCFA = Must be above 30 % of the Total Catchable amount.
SCFA = Must be above 25 % of the Total Catchable amount
RTA = Must be above 20 %
 Reservation price
LCFA = 15.000.000 $
 RTA = 20.000.000 $
SCFA = 16.250.000 $
 Target = Above BATNA percentage

What are your opponent’s sources of power and how can you neutralize them?
 They can do what they want = If they will not follow the agreement it will hurt their reputation, thus, issue no
needs consideration.
 They require more percentage of catchable amount = Instead reduction in the total amount will be required

What is your opening move/first strategy?

 First Agreement: Make everyone convinced about the importance of saving Sharks for long term
 Second Agreement: Make everyone agree solidly on keeping the conditions of agreement once its reached by
penalties for any rule breakings.

What are the tactics you will be using?

1. Problem Solution.