Fiji versus FIJI: Negotiating Over Water
Please see the video below:
https://www.youtube.com/watch?v=SwN7zgNUV7Y
and (optional) watch parts 2 and 3 of this video.
Also, please read the case attached.
You are required to write a case paper.
Instructions:
Critically examine FIJI Water’s power moves and use of threats in their negotiations. Were they effective? aka …. Are the threats credible? Are they motivated by strategy or based on emotions? Could their threats create a counter threat? Would Fiji or FIJI water bear more costs associated with the threats if they were actually carried out? What is FIJI water’s BATNA? What is the Fijian government’s BATNA?
Next, analyze the Fiji negotiations in terms of parasitic value creation. (in this case, the parasitic value creation occurs when both FIJI water and the Fiji government benefit at the expense of another group). To avoid parasitic value creation other parties should be present at the negotiation table. Were any parties excluded from the negotiations who should have had a place at the table? And if so, what could be the possible negative outcomes as a result of their absence?
Win-Win negotiation. Could you imagine a possibility where FIJI water and the Fijian government could have created a win-win situation that was better than the actual outcome of this real life scenario?
Let me know if you have any questions!
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