Introduction to Negotiation Strategy
At Oak Spring University, we provide corporate level professional Negotiation Strategy and other business case study solution. Innovating at Arauco: Chile's Largest Forestry Company case study is a Harvard Business School (HBR) case study written by Carlos Osorio, Pratima Bansal. The Innovating at Arauco: Chile's Largest Forestry Company (referred as “Arauco Constitucia” from here on) case study provides evaluation & decision scenario in field of Innovation & Entrepreneurship. It also touches upon business topics such as - negotiation strategy, negotiation framework, Strategy, Sustainability.
Negotiation strategy solution for case study Innovating at Arauco: Chile's Largest Forestry Company ” 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?
On February 27, 2010, Chile was razed by a three-minute earthquake of 8.8 magnitude on the Richter scale. More than 500 people died and nearly 400,000 homes were destroyed. The overall cost was estimated at US$20 billion. Over 70 per cent of the people who had died in the earthquake were from the coastal town of ConstituciA?n. Celulosa Arauco y ConstituciA?n (Arauco), a Chilean-based forestry and timber company, was ConstituciA?n's largest employer. Arauco's pulp mill and major sawmill in ConstituciA?n was completely destroyed, and all but one of the 34 remaining manufacturing facilities were wiped out. The company's executives moved rapidly to respond to the crisis and create a plan to rebuild ConstituciA?n. By the end of April 2010, Arauco's pulp business in Chile was operating at 70 per cent capacity and in May, the company's pulp mill in ConstituciA?n reopened. However, the disaster had left an indelible imprint on Arauco's vision and values. The company had been thinking about pursuing further innovation. The company's values of efficiency and productivity had been tested with an environmental disaster in 2005, but innovation was still limited. Then in 2009, an opportunity provided Arauco with the ability to engage innovation on a larger scale. But the earthquake and rebuilding efforts now required the company's full attention. Should Arauco proceed with its innovation, and if so how would Arauco balance these two different objectives?
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 “Innovating at Arauco: Chile's Largest Forestry Company” 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 “Carlos Osorio, Pratima Bansal”, 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 “Innovating at Arauco: Chile's Largest Forestry Company ”, 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 “Innovating at Arauco: Chile's Largest Forestry Company” can make for an effective negotiation strategy and will make it easier to negotiate with this party the next time as well.
Carlos Osorio, Pratima Bansal (2018), "Innovating at Arauco: Chile's Largest Forestry Company Harvard Business Review Case Study. Published by HBR Publications.
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Services , Retail (Catalog & Mail Order)
Technology , Scientific & Technical Instr.
Basic Materials , Forestry & Wood Products
Technology , Semiconductors
Basic Materials , Containers & Packaging
Technology , Software & Programming
Basic Materials , Chemical Manufacturing
Services , Retail (Home Improvement)
Energy , Coal
Consumer Cyclical , Apparel/Accessories
