Respond to the following answers:

In reference to the scenario in the final several minutes of the video about Negotiations in Organizations by Professor Jeffrey Berman of Salem State College at  http://www.youtube.com/watch?v=ZWL3GXTpMeM:

1. What are Lauren and Anthony's specific goals in the negotiation?  Anthony wants the other unit to pick up the overtime because his employees are overworked and tired.  Lauren is worried that her employees won't be able to complete the project by the deadline if they pick up all of the overtime starting now because they are new to the project, so she does not want to take on all of the overtime.
2. What is used to address the issue - a tactic or strategy or both?  Integrative Bargaining strategy was used as both parties worked toward a mutually agreeable decision. 
3. Do the individuals follow the steps you've learned about in your reading in Fisher and Ury?  In my readings in Fisher and Ury, a few things caught my attention:
   1. Both parties engaged in "active listening" as they repeated back what the other had said to check for understanding
   2. Both parties expressed an understanding of the other's perception
   3. Both parties focused on the issues and why they took the position they did, which lead to the first concession - when Anthony suggested a few of his employees help get Lauren's employees caught up on the project.  Focusing on why ultimately resulted in them to come to a reasonable middle ground
   4. Both parties remained concrete and flexible
   5. They both identified shared interests, repeating a few times that the project was very important to the company and keeping the two month deadline present in the conversation
4. Who was more persuasive?  I think that Lauren was more persuasive.  Anthony came into the conversation with a strong position, while Lauren came into the conversation without a pre-conceived, all or nothing expectation.  She was able to convince Anthony that she and her team would help but would not take over entirely.
5. Are any particular perceptions readily noticeable?  How was communication between Lauren and Anthony? DId either use ethically questionable tactics?  Who was in the most powerful bargaining position?  I noticed that they repeated each other frequently and that they both remained calm and did not interrupt each other.  I did not notice any unethical tactics on the part of either of them.  I think Anthony had the most powerful position because bringing the other team in would relieve pressure on his employees and anything Lauren could provide would help. 
6. Who won? The result of the negotiation was win-win as they compromised, but in comparison to the status quo prior to the negotiation, Anthony won.  His team went from doing all of the over-time to half of it.