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Create More Value

The readings in this module are prioritized by order.

COMMENTARY

In high-stakes, contested decision-making it is often assumed that gains to one side or group inevitably translate into losses for the other(s).  It takes an enlightened approach to negotiation to break out of this pattern and transform a zero-sum negotiating situation into an “all gain” outcome.

This reading, taken from my book Good for You, Great for Me: Finding the Trading Zone and Winning at Win-Win Negotiation, describes how all-gain outcomes can be achieved in business settings in general. There is no reason that the same approach can’t be applied in real estate negotiations.

Negotiators should prepare for negotiations by clarifying both their own interests and their understanding of the interests of the parties with whom they will be negotiating.  The more clearly they can rank their own interests and the interests of the other side, the easier it will be to negotiate trades that create value for both sides. The developer also needs to be very clear about the point in a negotiation they would  ‘walk-away,’ not as a bluff or a tactic, but because what is being offered is less attractive than the developer’s next best option. Preparation for negotiation also includes estimating the other side’s walk-away point as well.  It doesn’t make sense to offer the other more than is necessary to achieve agreement.

It is possible to generate trades that create value for both sides. When each side gives away something that is not that important to them, but very valuable to the other side, that is not compromise. Rather, it is the way to create value. All parties need to begin by doing what they can to grow the size of the ‘pie’ rather than simply focusing on how the pie will be divided among the various groups involved. Of course, no matter how much value is created, there will come a point in every negotiation in which the value created needs to be divided or distributed.

Reflection questions:

1.   Can you think of instances in the cases we have studied where key stakeholders took advantage of or missed opportunities to create value? 

2.   What prerequisites need to be met to generate a productive atmosphere for mutual gain negotiation? 

3.   Do you think shared value can be created in instances where power is distributed unevenly among the stakeholders? What if one side has no real say about whether it gets to participate or not? 

READING

Create More Value

下一节:Why Would Corporations Behave in Socially Responsible Ways?

返回《Socially-Responsible Real Estate Development: Learning to Use Impact Assessment Tools Effectively》慕课在线视频列表

Socially-Responsible Real Estate Development: Learning to Use Impact Assessment Tools Effectively课程列表：

Introduction to the MIT STLx Series

-Welcome

--Welcome

Get Started

-Course Welcome

--Welcome

--Course Overview

-Entrance Survey

--Entrance Survey

-Entrance Survey

-Learning Objectives

--Learning Objectives

-Course Schedule

--Course Schedule

-Meet Your Course Instructors

--Professor

--Teaching Assistant

-Grading and Completion Criteria

--Grading and Completion

--html

Module 1: Introduction

-Introduction

--Introduction

--The Stakeholders

--DEVELOPER

--ENVIRONMENTALIST

--REGULATOR

--COMMUNITY REPRESENTATIVE

--TECHNICAL EXPERT

--BUSINESS REPRESENTATIVE

--FACILITATOR

--Community Discussion

--Module 1 Animation

-Lectures

--html

--Lecture 1

--Lecture 2

--Key Takeaways

-Readings

--Social Impact Assessment: The State of the Art

--Social Impact Assessment and Public Participation in China

-Developer Interview

--Module 1

--html

-Questions

-Assignment

--html

--Grading Overview

--html

--Submit and Review Peers

--Peer Assessment

-Debrief

--Assignment Debrief

--Discussion 1 - part 1

--Discussion 1 - part 2

--Discuss

Module 2: Environmental Impact Assessment

-Introduction

--Introduction

--Community Discussion

--Module 2 Animation

-Lectures

--EIA Primer

--Lecture 1

--Lecture 2

--Lecture 3

--Key Takeaways

-Readings

--Methods of Environmental Impact Assessment

--Public Participation and Environmental Dispute Resolution

--Environmental Impact Assessment for Developing Countries in Asia

--Importance of Nonobjective Judgements

--Example Environmental Impact Statement

-Developer Interview

--html

--Module 2

--html

-Questions

-Assignment

--html

--Submit and Review Peers

--Peer Assessment

-Debrief

--Assignment Debrief

--Discussion 2 - part 1

--Discussion 2 - part2

--Discuss

Module 3: Social Impact Assessment

-Introduction

--Introduction

--Text

--Module 3 Animation

-Lectures

--SIA Primer

--html

--Lecture 1

--Lecture 2

--Key Takeaways

-Readings

--Introduction to Social Impact Assessment

--Effectiveness in Social Impact Assessment

--Example Social Impact Statement

-Developer Interview

--Video

--Text

-Questions

-Assignment

--INSTRUCTIONS

--Submit and Review Peers

-Debrief

--Assignment Debrief

--Discussion 3 - part1

--Discussion 3 - part 2

--Discuss

Module 4: Case Study: Forest City

-Introduction

--Text

--Module 4 Animation

-Forest City Case Study

--Part 1

--Part 2

--Part 3

--Additional Forest City Information

-Lectures

--Lecture 1

--Lecture 2

--Key Takeaways

-Readings

--Dealing with An Angry Public

--Facility Siting and Public Opposition

-Developer Interview

--Practitioner Perspective

--Module 4

--Text

-Questions

-Assignment

--html

--INSTRUCTIONS

--SCENARIO

-Debrief

--Assignment Debrief

--Discussion 4

--Discuss

Module 5: Applying SIA and EIA in a Socially Responsible Manner

-Introduction

--Introduction

--Community Discussion

--Module 5 Animation

-Lectures

--Lecture 1

--Lecture 2

--Lecture 3

--Key Takeaways

-Readings

--Create More Value

--Why Would Corporations Behave in Socially Responsible Ways?

--Social Impact Assessments of Large Dams Throughout the World

--Environmental Sustainability Principles for the Real Estate Industry

-Developer Interview

--Module 5

--Practitioner Perspective

-Questions

-Assignment

--html

--INSTRUCTIONS

--SCENARIO

-Debrief

--Assignment Debrief

--Discussion 5

--Discussion

Course Wrap Up

-Further Resources

--Further Resources

-Thank You

--Thank you for taking the course

-Acknowledgements

--Acknowledgements

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