Introduction to Negotiation Strategy
At Oak Spring University, we provide corporate level professional Negotiation Strategy and other business case study solution. The Incident in Kabul case study is a Harvard Business School (HBR) case study written by Karen E. Boroff, Matthew Pratt. The The Incident in Kabul (referred as “Afghan Waverly” from here on) case study provides evaluation & decision scenario in field of Organizational Development. It also touches upon business topics such as - negotiation strategy, negotiation framework, Conflict, Government, International business, Leadership, Negotiations, Organizational culture.
Negotiation strategy solution for case study The Incident in Kabul ” provides a comprehensive framework to analyse all issues at hand and reach a unambiguous negotiated agreement. At Oak Spring University, we provide comprehensive negotiation strategies that have proven their worth both in the academic sphere and corporate world.
What’s my BATNA (Best Alternative To a Negotiated Agreement) – my walkaway option if the deal fails?
What are my most important interests, in ranked order?
What is the other side’s BATNA, and what are his interests?
Captain William Waverly was a member of the US Army's forces in Afghanistan, and was stationed in a post in western Kabul, beginning in late 2011. He was the commander of this post, one of the several bases in that city. US soldiers guarded the power plant located at this post. Waverly and his team also launched the security and stability operations from this location. For this latter function, the US Army always conducted security and stability operations jointly with the Afghan municipal police forces. To conduct these operations, the US government had supplied fuel to the Afghan forces to operate their armored vehicles for city patrols. However, to begin to ensure that the Afghan government was now developing and perfecting its own fuel acquisition, storage, protection, and distribution processes, the two-star US Army general in this region in Afghanistan ordered, in early 2012, all US units to stop providing fuel to the Afghan forces. The objective of this order was to make the Afghan government self-reliant on its own fuel procurement and protection processes. A few days after the order to stop providing fuel to Afghan forces, Afghan police armored trucks pulled into the post for a patrol and expected gas. A tense situation quickly developed. The head of the Afghan forces, Ghotai Sharma, upon learning from one of Waverly's sergeants that he was not getting gasoline that day, became upset. Sharma drew his pistol, started gesticulating and raised his voice. Sharma's troops swung their gun turrets from their armored vehicles toward the US soldiers and Waverly heard the familiar metallic click associated with Sharma's troops chambering an ammunition round in an AK-47 weapon. At the same time, he heard in his earpiece the chattering from his own US troops as they coordinated who was covering what target among the Afghan police should a firefight break out. In the not too distant past, Waverly had lost, at the hands of Afghan forces who were living as allies with the US troops, a fellow officer, who was Waverly's roommate in Afghanistan. He knew that his next few steps would be critical in this emerging conflict situation.
By interests, we do not mean the preconceived demands or positions that you or the other party may have, but rather the underlying needs, aims, fears, and concerns that shape what you want. Negotiation is more than getting what you want. It is not winning at all cost. Number of times Win-Win is better option that outright winning or getting what you want.
Options are the solutions you generate that could meet your and your counterpart’s interests . Often people come to negotiations with very fixed ideas and things they want to achieve. This strategy leaves unexplored options which might be even better than the one that one party wanted to achieve. So always try to provide as many options as possible during the negotiation process. The best outcome should be out of many options rather than few options.
When soft bargainers meet hard bargainers there is always the danger of soft bargainers ceding more than what is necessary. To avoid this scenario you should always focus on legitimate standards or expectations. Standards are often external and objective measures to assess the fairness such as rules and regulations, financial values & resources , market prices etc. If the negotiated agreement is going beyond the industry norms or established standards of fairness then it is prudent to get out of the negotiation.
Every negotiators going into the negotiations should always work out the “what if” scenario. The negotiating parties in the “The Incident in Kabul” has three to four plausible scenarios. The negotiating protagonist needs to have clear idea of – what will happen if the negotiations fail. To put it in the negotiating literature – BATNA - Best Alternative to a Negotiated Agreement. If the negotiated agreement is not better than BATNA then there is no point in accepting the negotiated solution.
One of the biggest problems in implementing the negotiated agreements in corporate world is – the ambiguity in the negotiated agreement. Sometimes the negotiated agreements are not realistic or various parties interpret the outcomes based on their understanding of the situation. It is critical to do negotiations as water tight as possible so that there is less scope for ambiguity.
Many negotiators make the mistake of focusing only on the substance of the negotiation (interests, options, standards, and so on). How you communicate about that substance, however, can make all the difference. The language you use and the way that you build understanding, jointly solve problems, and together determine the process of the negotiation with your counterpart make your negotiation more efficient, yield clear agreements that each party understands, and help you build better relationships.
Another critical factor in the success of your negotiation is how you manage your relationship with your counterpart. According to “Karen E. Boroff, Matthew Pratt”, the protagonist may want to establish a new connection or repair a damaged one; in any case, you want to build a strong working relationship built on mutual respect, well-established trust, and a side-by-side problem- solving approach.
According to
Harvard Business Review
, there are three types of negotiators – Hard Bargainers, Soft Bargainers, and Principled Bargainers.
Hard Bargainers – These people see negotiations as an activity that they need to win. They are less focused less on the real objectives of the negotiations but more on winning. In the “The Incident in Kabul ”, do you think a hard bargaining strategy will deliver desired results? Hard bargainers are easy to negotiate with as they often have a very
predictable strategy
Soft Bargainers – These people are focused on relationship rather than hard outcomes of the negotiations. It doesn’t mean they are pushovers. These negotiators often scribe to long term relationship rather than immediate bargain.
Principled Bargainers – As explained in the seven elemental tools of negotiations above, these negotiators are more concern about the standards and norms of fairness. They often have inclusive approach to negotiations and like to work on numerous solutions that can improve the BATNA of both parties.
Open lines of communication between parties in the case study “The Incident in Kabul” can make for an effective negotiation strategy and will make it easier to negotiate with this party the next time as well.
Karen E. Boroff, Matthew Pratt (2018), "The Incident in Kabul Harvard Business Review Case Study. Published by HBR Publications.
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