Cross-Cultural Negotiation Role-Play: Big Pipeline in Swagwit

TitleCross-Cultural Negotiation Role-Play: Big Pipeline in Swagwit
Publication TypeMiscellaneous
Year of Publication1998
AuthorsDavenport, K, Field, P, Susskind, L
Keywordsagreement, agreements, BATNA, cooperation, interests, mutual gain, mutual gains, negotiate, negotiating, negotiating style, negotiating styles, negotiation, negotiator, negotiators, PON, relationship

Two-party, two-issue integrative negotiation between representatives of a construction company and a Native American group regarding allocation of construction jobs

Full Text

Big Pipeline, a construction company, is building a pipeline through land owned by First Nation (Native American) peoples. Twenty years ago, a similar project by the same company left many of the indigenous peoples feeling dissatisfied and unhappy – this has resulted in tensions in this current negotiation. Happily, most of the issues between the Mountain Home Band, the group of First Nations people who will be the most affected, and Big Pipeline have been worked out. One major issue remains – allocation of job opportunities. How many laborers should be used for the construction project and how many of these jobs should be reserved for Mountain Home Band people?