This paper will describe the goals of the original negotiation between Peter and Catherine Smith, and the Midwestern Contemporary Art Museum. The discussion will involve the interpretation of the original BATNA and explain its value. Thirdly, we will discuss if interest align or oppose your position. Evaluation negotiation for a win-win solution will look at alternatives for mutual gain for both parties. Fourthly, we will identify influence tactics: which ones could you use on the Smiths?
What power bases do you (as Peggy Fischer) have in regards to each of the Smiths? Explain.
How might you (again as Peggy Fischer) draw on your personal network to influence each of the Smiths? Explain.
Original negotiation between the Smiths and Midwestern Contemporary Art Museum
Peter graduated from an Ivy League school and Catherine graduated for a Great Lakes law school. The Smith’s started collecting fine art after Catherine was diagnosed with cerebral vascular spasms. After her remarkable recovery Catherine and Peter focused on her three lifelong dreams: dedicating more time to her children, purchased a horse and invested in their contemporary art collections. In June of 1981, Peter joined the board of the Midwestern Contemporary Art Museum (MCA). His goals and objectives included attracting more artists bridging the narrow audience approach. With his skill set; his aspiration was to make MCA a national recognized museum. The Smith’s originally pledged $5 million for the new building for the museum.
BATNA negotiation and its original value
Although Peter Smith was having major conflict with the newly hired Executive Director, Schmidt he should have communicated to the board how he felt and the situation should have taken different course of action prior to his resignation. Negative emotions generally have negative consequences for negotiations. Negative emotions may undermine a negotiator’s ability to analyze the situation accurately, which adversely affects individual’s outcomes. (Lewicki, J. R., Barry, B., & Saunders, M. D., 2011). Due to problems between Smith and Schmidt, Peter Smith resigned from the board in December 1991. Immediately, following his departure the board approved of a $55 million capital project for construction of MCA’s new facility, $37.5 million of which was guaranteed by the board. The Smiths vanished from the art scene at the end of 1991 and neglected all payments on their $5 million promise toward the planned new building for the museum. The problems started when MCA realized the construction funding on their new building, which started underway in 1993, contingent on the Smith’s pledge.
Interest align vs. opposing the position
When two people take opposite sides on any particular issue in a dispute, they both often refuse to budge from their divergent viewpoints. Most likely outcome is a stalemate. If a solution is found then both will win. Negotiation interests largely relate to basic human needs....