Resource Allocation Negotiation

The Resource Allocation negotiation was my first opportunity to participate in a multi-party negotiation. Managing the multi-party dynamics proved to be particularly difficult and while the outcome in pure financial terms was fairly positive for my company (Techville Enterprises), I was totally unsuccessful in building trust and goodwill with the other parties involved. The primary issue that I had difficulty with was clearly communicating with Jenny C. (Sturdyville, Inc.) and setting up a coalition. In my pre-negotiation analysis, I had come up with a justification for valuing Steve H.’s (Unityville Industries) contribution at $40,000. Unfortunately, I was unable to let her know this information prior to the negotiation which led to huge difficulties creating and maintaining a stable relationship with both players.
As the middle size player in the negotiation, my goal was to quickly establish both qualitative and quantitative rationale for why we should not just split the...