1. Conflict & negotiation

2. Pelican Landing Case Study Bender Corporation - Pelican Landing Group 2 Jagadeesan ¦ Arun ¦ Pankaj Kumar ¦ Jaspal From the Book Project Management – A Managerial Approach By, Jack R. Meredith & Samuel J. Mantel

3. CASE DETAILS Chris Corbett, VP – Bender Corporation Meeting with Mr. Lee Lawson to resolve the 8 issues that had stalled the approval of Pelican Building Project Pelican – A ResidentalCommunityproposed in Springfield’sOldTown Project could revitalise Bender Corporation

4. CASE DETAILS HistoricOldTown Along the bank of Green River Downtown Springfield linked via twoold bridges Largelyignored as a commercial area City of springfieldownedmuch of property in oldtown Bender Corportation Owns lot of property in Oldtown Interested in turningOldtownintoresidentalcommunity Completedsimilarproject ‘Miraloma Pointe’ in Kentwood But, situation changedrapidly (residental moves awayfromcities) In need of new projects to improveitsprojects

5. CASE DETAILS 8 Pending Issues City Financing RetailSpace Local Sub-Contractors Open Space Condominium / Apartment Ratio Low / ModerateIncomeUnits Height Planning Department Building Inspector

6. Pointing System of Issues

7. Q1. In What ways are Corbett & Lawson partners? Lawson – City Planning Officer of Springfield Corbett – Vice President, Bender Corporation Both the parties are members of the project with strong common interests. Both wanted to develop the city (for different reasons)

8. Q2. Interpret the case in terms of the four points of principled negotiation 4 Points of Principled Negotiations Separate the people from the problem Focus on Interests, not positions Before trying to reach agreement, invent options for mutual gain Insist on using objective criteria Separate the people from the problem Identification of issues for discussion Focus on Interests, not positions Both the parties have a set of preferences and importance weights for each of the issues to be resolved E.g. On Building Inspector, focus on ‘Fast Growth’ instead of individual person Parties should not hold to their subjective preferences and should move forward to the common interest of developing the city

9. Q2. Interpret the case in terms of the four points of principled negotiation Before trying to reach agreement, invent options for mutual gain More people are looking for homes near city. So, both the parties are willing to develop residential complex in the city Developing a city that was ignored for long time Insist on using objective criteria The issues were graded using the pointing system

10. Q3-a. Whether Corbett’s Estimate of the importance on each of the issues appear to have a win-win situation The scores are ranging from -440 to 1720. Corbett should work out his minimum score (within the range) he would like to achieve in all the issues. He should negotiate over and above that so that he is not completely lost. Anything above the minimum score is beneficial to him.

11. Q3-b. Should Mr. Corbett reveal his position to Mr. Lawson to fasten the negotiation He can reveal his score to the other party subject to the following conditions: He should not reveal his minimum score He can mark up the minimum score requirement and reveal it so that even in worst case he will not loose below his minimum requirement. This will help both the parties to negotiate around value revealed and finalise the deal. CLAIM VALUE CREATE VALUE PLAN

12. Q4. How could you suggest Mr. Corbett proceed with negotiations Which issues should be discussed first? Focus of negotiation to be a win – win situation. Professionals have interest in living and working and city. Professional require apartments rather than condominiums. It matches with the interest of Corbett and hence will create a win-win situation. So start with Condo/apartment ratio. Which last? The issue of open space Bcos’ city planner would require more open space which is conflicting with the interests of Bender corporation What position should corbett take on each of the issues? For issue of condo/apartment ratio, take a position that ratio to be 1:3. Justified by stating the income levels of young professionals For issue of open space, take position in terms of interests like safety issues. Can justify that higher level of safety can be ensured with lesser open space as less number of outsiders or non residents will enter into the area.

14. Multiple options

15. Trade off between issues for maximizing gains

16. Can use a rating system

17. Reduced chances of Dead lock and Fight

18. Pelican Landing Case

19. Should go for Many Issue at once

20. Lawson may not favour any inspector

21. He may like to have more open space

23. Complex but effective

24. Assign issue priorities

25. Score the outcomes