Introduction to Negotiation Strategy
At Oak Spring University, we provide corporate level professional Negotiation Strategy and other business case study solution. Coastal Ventures Limited Partnership: Balancing a Sustainable Investment Strategy with a Social Mission case study is a Harvard Business School (HBR) case study written by Guy Stuart. The Coastal Ventures Limited Partnership: Balancing a Sustainable Investment Strategy with a Social Mission (referred as “Fund Coastal” from here on) case study provides evaluation & decision scenario in field of Leadership & Managing People. It also touches upon business topics such as - negotiation strategy , negotiation framework, Financial management, Human resource management, International business, Leadership, Strategic planning, Sustainability.
Negotiation strategy solution for case study Coastal Ventures Limited Partnership: Balancing a Sustainable Investment Strategy with a Social Mission ” 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?
Nat Henshaw, president of CEI Ventures Inc. (CVI) a subsidiary of the nonprofit Coastal Enterprises Inc. (CEI), was involved in a balancing act. He was a manager of a for-profit venture capital fund, Coastal Ventures Limited Partnership (CVLP), with a social mission that valued good-quality jobs, employee ownership, and a concern for the environment. Henshaw and his board of directors were also thinking about the next venture capital fund, which they wanted to have in place when they began to wind down the investment activity of the current fund. Did they have the right balance between profit and social mission? Could they invest the remaining 60% of CVLP's funds in the next two years in a manner that struck the right balance? And did they have a good enough track record to attract investment into a new fund? Many students will be unfamiliar with this type of institution and the case provides sufficient details on the institutional structure of a community development venture capital fund and the way it operates to serve as an introduction to this subject. It demonstrates the way in which both institutionally and operationally the fund is designed to promote both profitable investments and a social mission. Nevertheless, the fund faces considerable problems in maintaining this balance. The case can then serve as a platform for a discussion of the effectiveness of such an institution in promoting community economic development. More generally, this case can be used to teach students about the "double bottom-line," where the bottom line is of a business which is the subsidiary of a nonprofit institution, which set up the business in the first place as part of its efforts to fulfill its mission. Such arrangements are becoming more common in the US nonprofit sector and they raise issues about the legitimacy of for-profit subsidiaries and the blurring of the line between the for-profit and nonprofit world. HKS Case Number 1669.0
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, clearly understanding the arbitrage . 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 “Coastal Ventures Limited Partnership: Balancing a Sustainable Investment Strategy with a Social Mission” 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 (Negotiations options), 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 and other people doing the mediation. According to “Guy Stuart”, 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 “Coastal Ventures Limited Partnership: Balancing a Sustainable Investment Strategy with a Social Mission ”, 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 “Coastal Ventures Limited Partnership: Balancing a Sustainable Investment Strategy with a Social Mission” can make for an effective negotiation strategy and will make it easier to negotiate with this party the next time as well.
Guy Stuart (2018), "Coastal Ventures Limited Partnership: Balancing a Sustainable Investment Strategy with a Social Mission Harvard Business Review Case Study. Published by HBR Publications.
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