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Please see the attachments and pleas answer all the questions:

General information and instructions:

  • Review text pages 137–139 in Chapter 4. These pages cover step 9 in the planning process, assessing the social context of negotiation.
  • The field analysis tool is helpful when negotiators have to consider multiple parties—on their own side and on the other side—who can affect a negotiation outcome, and whose needs and interests must be considered.
  • Take note that the soccer field (see diagram below) is a metaphor for a two-party multi-stakeholder contract negotiation.

Specific information and instructions:

  • Assume that you are the negotiator who is tasked with a salary (on call time, step increases, overtime for captains and majors) and benefits (insurance while employed, insurance after retirement, accrual of leave time, retirement multipliers) dispute between a large municipal county with a strong mayor and the sheriff’s department for the county.
  • You are negotiating the contract on behalf of the sheriff’s office. The purpose of this activity is to give you an opportunity to construct a field analysis on your relationship with a specific other negotiator. This tool should be helpful when negotiators have to consider multiple parties—on their own side and on the other side—who can affect a negotiation outcome, and whose needs and interests must be considered.
  • The field has the following stakeholders.
    • On the field would be members of your team and members of the other team (A, B).
    • On the sidelines are backup players, coaches, trainers, and other team personnel (C).
    • In the stands are fans who are watching the negotiation, members of the media, and other direct observers (D).
    • The elements outside the stadium—the location of the stadium, the weather, and other “context factors” which can shape how the game evolves and is played (E)
  • Questions are presented in identical pairs (1, 2; 3, 4; 5, 6; and 7, 8) but answers will not necessarily be the same.
  • Questions 7 and 8 have four sub-parts, which require answers in each sub-part.
  • Place your answers in the boxes provided in this form. Boxes will expand as needed.

 
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