negotiation

In the negotiation “Movie Man”, we were provided with a listing of specific point values for different alternatives at issue between the producer and the director. I felt that using this point system was very helpful in preparing my strategy and gauging the success of my negotiation; however, it also introduced additional complication in the process which is why I have chosen to analyze this particular case. The results of the negotiation were as follows: John B. (the producer) received 4,500 points while I (the director) received 4,800 points. While the outcome was clearly well balanced, the total amount of points for both sides, the size of the pie, was less than optimal. Upon reflection of the strategies and tactics used in the negotiation, it’s apparent that both John and I were set upon finding an integrative solution though somewhere we lost sight of that end goal.
One issue that plagued me in my first negotiation was not carefully identifying which issues were...