Plan the third step in detail as to the Twin Lakes Mining Company.This step calls for assembling the issues, ranking their importance, and defining the bargaining mix.

Chapter 4 in “Essentials” explains ten specific steps for effective planning. (see pp. 97-110) The chapter summary is attached below.

Plan the third step in detail as to the Twin Lakes Mining Company, Exercise 18, (two pdfs in the attachment ) This step calls for assembling the issues, ranking their importance, and defining the bargaining mix. You are describing how you would plan the negotiation if you were the lead negotiator for the Twin Lakes Mining Company. You hope to achieve a win-win outcome.

The potential for a distributive or integrative negotiation is possible in this exercise, depending on the motivation of the participants. A critical aspect of the preparation for the Company team is to understand that using a municipal bond to build the filtration plant allows them to pay for the cleanup within the capital and annual limits set by their head office as long as the City Council cooperates by allowing a bond to be issued in its name. Company teams that understand this typically decide to “see what they can get” from the City Council, and the subsequent negotiations can become very distributive. Almost never does the Company offer to pay for the complete cleanup, even though they were responsible for the pollution in the first place. While some companies may wish to issue a corporate bond, they are constrained from doing so by their head office that has embargoed further corporate bonds because of their overall financial position.

The City Council position is financially very weak; every extra dollar that they decide to spend they must gather by raising taxes. The City council has two main sources of power: (1) the moral high ground that the company caused the pollution, not the city; and, (2) the use of the City name on the bond issue makes it a much more attractive bond (a municipal bond instead of a polluting company’s bond is more attractive to investors, tax advantages of municipal bonds, corporate write-offs).


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