PROGRAM ON NEGOTIATION AT HARVARD LAW SCHOOL
THREE-PARTY COALITION EXERCISE
INSTRUCTIONS
You are the negotiator for Group 4
Group B
You are at Tiad Group C
Groups A, B, and C are nee independent organizations. Each has designated a representative to
send to a three-way negotiation. The representatives are empowered to commit on behalf of their
organizations. Itis unclear whether they wil have any future dealings.
The three groups have been tld by a higher authority that they work together there are
‘benefits to be had. Indeed, the available benefits ere quite explicit:
IFA, B, and C cam agree o work together they can share benefits totaling 121. How they want to
divide up the benefits is up to them, bu they have to agree upon the exact allocation of benefits
before the benefits will be made available,
If only two ofthe partes work together, there are lesser amounts of benefits availabe (see
schedule below) Again, any combination that decides to work together must agree cm how to
split the benefits of cooperation. Any division is permissible
‘Only one agreement is posible. That is, ether the parties agre to a three-way allocation, or two
‘of the parties decide to work together, leaving the third group with nothing,Tunte. Posy Coat snow WsrHucTONS
Schedule of Benefits
A alone gets o
Balone gets 0
C alone gets 0
Just A and B together get lis
“ust A and C together get a
Just B and C together get 30
A,B, and C together get RI
ach representative's goal as he or she enters these ngottations i to get the greatest number of
points possible fr hs or her organization inthe time alloted.
‘The three representatives should meet tether initially to introduce themselves and to formally
start the negotiations. Once negotiations beg, they will have about 20-30 minutes to ty’ to
reach an agreement, Iftwo ofthe three representatives wish o speak privately, the third
representative may not interrupt fr tvo minutes (but may listen silently to what the others are
‘stying). [Fany agreement is reached, i must last for at last one minute before negotiations can
conclude. Two ofthe three representatives can conclude the negotiations
RESULTS OF THE NEGOTIATION
Was an agroement reached? YES NO
What was the agreement?
Agot
Bagot
got