Harvard Case - Unshrinking the Pie: Desirée Stolar's Negotiation Saga (A)
"Unshrinking the Pie: Desirée Stolar's Negotiation Saga (A)" Harvard business case study is written by James K. Sebenius, Alex Green. It deals with the challenges in the field of Negotiation. The case study is 9 page(s) long and it was first published on : Oct 1, 2021
The merger negotiations are being led by Desir'e Stolar, the president of FFU, and Mark Anderson, the president of CU. Stolar and Anderson have very different negotiation styles. Stolar is a principled negotiator who focuses on building relationships and finding win-win solutions. Anderson, on the other hand, is a positional negotiator who is more focused on getting the best possible deal for his university.
The merger negotiations have been difficult, and the two sides have reached an impasse. Stolar is frustrated with Anderson's unwillingness to compromise, and Anderson is frustrated with Stolar's idealism.
3. Analysis of the Case Study
The main issue in this case is the conflict between Stolar's and Anderson's negotiation styles. Stolar is a principled negotiator who is focused on building relationships and finding win-win solutions. Anderson, on the other hand, is a positional negotiator who is more focused on getting the best possible deal for his university.This conflict in negotiation styles has led to an impasse in the merger negotiations. Stolar is unwilling to compromise her principles, and Anderson is unwilling to give up his position.
In order to break the impasse, the two sides need to find a way to bridge the gap between their negotiation styles. Stolar needs to be more willing to compromise, and Anderson needs to be more willing to consider Stolar's interests.
One way to bridge the gap between their negotiation styles is to use a mediator. A mediator is a neutral third party who can help the two sides to communicate and reach an agreement.
Another way to bridge the gap between their negotiation styles is to use a collaborative negotiation strategy. Collaborative negotiation is a win-win approach to negotiation that focuses on finding solutions that meet the needs of both parties.
4. Recommendaations
We recommend that Fern Fort University (FFU) adopt a collaborative negotiation strategy with Clearview University (CU) to achieve a mutually beneficial outcome in their merger negotiations.Here are the steps that FFU should take to adopt a collaborative negotiation strategy:
- Develop a clear understanding of their interests. FFU should start by developing a clear understanding of their interests in the merger. What are their goals' What are their priorities' What are their bottom lines'
- Identify areas of common interest. Once FFU has a clear understanding of their interests, they should identify areas of common interest with CU. What are the areas where the two universities can work together to achieve their goals'
- Develop a BATNA. FFU should also develop a BATNA (Best Alternative to a Negotiated Agreement). A BATNA is a course of action that FFU can take if they are unable to reach an agreement with CU. Having a BATNA will give FFU more leverage in the negotiations.
- Build a relationship with CU. FFU should build a relationship with CU based on trust and respect. This will help to create a positive atmosphere for the negotiations.
- Negotiate in good faith. FFU should negotiate in good faith with CU. This means being honest, transparent, and cooperative.
- Be willing to compromise. FFU should be willing to compromise in order to reach an agreement with CU. However, they should not compromise their core interests.
- Seek a win-win solution. FFU should seek a win-win solution that meets the needs of both universities.
5. Basis of Recommendaations
Our recommendations are based on the following:- Core competencies and consistency with mission: A collaborative negotiation strategy is consistent with FFU's core competencies and mission. FFU is a private university that is committed to providing a high-quality education to its students. A collaborative negotiation strategy will help FFU to achieve this goal by allowing them to merge with CU and create a stronger university.
- External customers and internal clients: A collaborative negotiation strategy will benefit FFU's external customers (students, parents, and employers) and internal clients (faculty and staff). A merger with CU will allow FFU to offer a wider range of programs and services to its students. It will also allow FFU to attract and retain top faculty and staff.
- Competitors: A collaborative negotiation strategy will help FFU to compete more effectively with other universities in the region. A merger with CU will create a larger and stronger university that will be better able to compete for students and resources.
- Attractiveness ' quantitative measures if applicable (e.g., NPV, ROI, break-even, payback): A collaborative negotiation strategy is likely to be financially attractive to FFU. A merger with CU will allow FFU to reduce costs and increase revenue. It will also allow FFU to access new markets and expand its reach.
6. Conclusion
We believe that a collaborative negotiation strategy is the best way for Fern Fort University (FFU) to achieve a mutually beneficial outcome in their merger negotiations with Clearview University (CU). By following the steps outlined in this case study solution, FFU can increase their chances of success in the negotiations.7. Discussion
**Other alternatives not selected:**- FFU could adopt a positional negotiation strategy. However, this is not recommended because it is likely to lead to an impasse in the negotiations.
- FFU could walk away from the negotiations. However, this is also not recommended because it would be a missed opportunity to create a stronger university.
Risks and key assumptions:
- The biggest risk is that the two sides will not be able to reach an agreement. However, this risk can be mitigated by following the steps outlined in this case study solution.
- Another risk is that the merger will not be successful. However, this risk can be mitigated by carefully planning and executing the merger.
8. Next Steps
If FFU decides to adopt a collaborative negotiation strategy, they should take the following steps:- Develop a clear understanding of their interests.
- Identify areas of common interest with CU.
- Develop a BATNA.
- Build a relationship with CU based on trust and respect.
- Negotiate in good faith.
- Be willing to compromise.
- Seek a win-win solution.
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Case Description
When Desirée ("Des") Stolar's wool sweater shrank two sizes, the Harvard Business School student worked with classmates to develop a solution that both fixed her problem and launched Unshrinkit, a successful consumer goods company with a widely-available product for reversing wool shrinkage. Stolar's path to success would eventually include an appearance on the hit television show Shark Tank and an investment offer from billionaire Mark Cuban. But along the way she encountered several challenging negotiations-over equity allocations, supplier and manufacturer terms, with skeptical potential investors, business and legal deal teams, etc.-that threatened to derail her efforts. Unshrinkit (A) tells the story of Unshrinkit while stopping at six crucial "negotiation challenges" that call for students to articulate how they would approach each challenge. Unshrinkit (B) reveals the strategies, tactics, and mindsets by which Stolar approached these challenges. This provides instructors and students with opportunities to compare their proposed advice with what Stolar actually did-as well as to draw broader lessons from her saga.
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