ADM560-5

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1 Negotiation Techniques Victoria Imhoff Grand Canyon University ADM 560: Influence, Power & Politics in Public Administration Professor Bilong October 20th, 2023

2 In the context of urban redevelopment, there often arises a complex situation involving various parties with differing powers, interests, and requirements. For my response, I will be responding with a city council member, a private developer, and local community representatives who are involved in a public-private partnership for the redevelopment of an urban area in need. Participants in the Situation: Elected Officials (City Council): “ Within their own district, Councilmembers wield significant power, especially over how and which development projects are approved.” ( City Council , n.d.). Council members have the primary governing power over the urban area in need of renovation. They are in charge of approving or rejecting any development projects brought to the table, and their primary duty is ensuring that the project aligns with the city's long-term vision and benefits the community in need. Private Developer (ViaWest Group): The ViaWest Group is a real developer group in Arizona that I will use for this scenario. The group has a strong financial and resource- driven influence in this situation. Their main goal is to maximize their return on their investment (ROI) by developing the area in a way that is profitable for them. Local Community Representatives: This group represents the interests of the local residents and businesses in the area of need. Their power in this scenario is to communicate community support or their concerns, and their main goal is securing improvements to the communities quality of life, affordable housing options, and making sure their local culture is sustained throughout the project.

3 Influence vs. Negotiation: Influence refers to the ability of each party to shape the outcome of the project without the need for formal negotiations. In this scenario, the City Council holds significant influence as they have the ultimate decision-making authority regarding the project. Their influence stems from their elected positions, granting them the power to approve or reject the development proposal. Negotiation, on the other hand, is the process of reaching an agreement through discussions, compromises, and concessions. All parties have the opportunity to engage in negotiation to achieve their goals. The private developer can negotiate the terms of the development agreement to maximize their profit, while local community representatives can negotiate for affordable housing and community amenities. Strategies to Build Relationships: Communication: Elected officials can engage with both the private developer and community representatives to create a relationship based on trust. Regular updates on the project's progress and open channels of communication can help build a positive relationship. Community Engagement: Local community representatives could hold public meetings to inform residents about the project's potential benefits and challenges. Involving the community in the decision-making process can enhance their sense of ownership and reduce opposition. Incentive Alignment: The private developer should explore opportunities to align their interests with the broader goals of the city, such as sustainable development, job creation,

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4 and social responsibility. This can enhance their standing with the City Council and the community. Negotiation Techniques: Collaborative Negotiation: “ Instead of attempting to dominate the counterparty, a collaborative approach seeks to work together with them to deliver value for everyone at the table. Essentially, it is a process whose objective is a win-win outcome.” ( Understanding the Collaborative Negotiation Style , n.d.). All parties should use a collaborative approach to negotiate terms that benefit each side. This may involve the developer agreeing to affordable housing changes in exchange for tax incentives from the City Council. Interest-Based Negotiation: Parties should focus on understanding each other's underlying interests. The City Council's interest is community welfare, while the developer's interest is being able to gain a profit. By identifying common ground and addressing each party's concerns, a win-win solution can be achieved. Mediation: In case of both parties not agreeing, “ a neutral person will facilitate the discussion . This person, the mediator, plays an active role and helps you to identify your needs and interests.” ( Resolving a Conflict: Negotiation, Mediation, and Arbitration , n.d.). Mediation can provide fresh perspectives and help break through conflict. Determining Value and Leverage: Each party analyzes the value of the negotiation based on their primary interests. The City Council values the project's contribution to the city's long-term development plan. The

5 private developer reviews the project's potential return on investment, and local community representatives evaluate the project's impact on their quality of life and cultural preservation. The willingness of each party to reach an agreement depends on their leverage. The City Council has significant leverage as the ultimate decision-makers, but they also depend on community support. The private developer holds financial leverage but needs the City Council's approval. The community representatives have moral and community support leverage but lack the financial resources of the developer. A balance of power dynamics would result in a beneficial agreement. Agreement or Leaving the Table: For the City Council, an agreement would require a development proposal that matches up with the city's vision, satisfies community needs, and is financially viable for the developer. Leaving the table would be the last resort if the project doesn't meet these criteria, or if they face overwhelming community opposition. The private developer would agree to a deal that ensures a reasonable return on investment. Leaving the table would occur if the project becomes financially unviable or if the City Council imposes excessive restrictions. Community representatives would agree to a deal that secures affordable housing, community benefits, and preserves local culture. They would leave the table if the project doesn't meet these criteria or if the developer doesn't address their concerns adequately. In conclusion, this complex public-private partnership for urban redevelopment necessitates careful negotiation and relationship-building among elected officials, private developers, and community representatives. Successful negotiations should aim to create a balanced agreement that serves the interests of all parties while ensuring the long-term

6 well-being of the urban area. Ultimately, the success of such a project depends on finding common ground, addressing concerns, and achieving a mutually beneficial outcome.

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7 References City Council . (n.d.). LA 101 Guide to Government and Advocacy in Los Angeles. Retrieved October 19, 2023, from https://www.la101.guide/city-council-members Resolving a Conflict: Negotiation, Mediation, and Arbitration . (n.d.). Éducaloi. Retrieved October 20, 2023, from https://educaloi.qc.ca/en/capsules/solving- problems-without-going-to-court/#:~:text=Mediation%20is%20a%20type%20of Understanding the Collaborative Negotiation Style . (n.d.). Business.sunprairiechamber.com. Retrieved October 20, 2023, from https://business.sunprairiechamber.com/news/details/understanding-the- collaborative-negotiation-style-01-19-2022#:~:text=Collaborative%20negotiation %20is%20also%20called

ADM560-5

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