PROGRAM ON NEGOTIATION AT HARVARD LAW SCHOOL THREE-PARTY COALITION EXERCISE INSTRUCTIONS You are the negotiator for Group 4 Group B You are at Tiad Group C Groups A, B, and C are nee independent organizations. Each has designated a representative to send to a three-way negotiation. The representatives are empowered to commit on behalf of their organizations. Itis unclear whether they wil have any future dealings. The three groups have been tld by a higher authority that they work together there are ‘benefits to be had. Indeed, the available benefits ere quite explicit: IFA, B, and C cam agree o work together they can share benefits totaling 121. How they want to divide up the benefits is up to them, bu they have to agree upon the exact allocation of benefits before the benefits will be made available, If only two ofthe partes work together, there are lesser amounts of benefits availabe (see schedule below) Again, any combination that decides to work together must agree cm how to split the benefits of cooperation. Any division is permissible ‘Only one agreement is posible. That is, ether the parties agre to a three-way allocation, or two ‘of the parties decide to work together, leaving the third group with nothing,Tunte. Posy Coat snow WsrHucTONS Schedule of Benefits A alone gets o Balone gets 0 C alone gets 0 Just A and B together get lis “ust A and C together get a Just B and C together get 30 A,B, and C together get RI ach representative's goal as he or she enters these ngottations i to get the greatest number of points possible fr hs or her organization inthe time alloted. ‘The three representatives should meet tether initially to introduce themselves and to formally start the negotiations. Once negotiations beg, they will have about 20-30 minutes to ty’ to reach an agreement, Iftwo ofthe three representatives wish o speak privately, the third representative may not interrupt fr tvo minutes (but may listen silently to what the others are ‘stying). [Fany agreement is reached, i must last for at last one minute before negotiations can conclude. Two ofthe three representatives can conclude the negotiations RESULTS OF THE NEGOTIATION Was an agroement reached? YES NO What was the agreement? Agot Bagot got