Negotiation Strategy and Tactics Tutorial Questions Part A: What are the objectives of both parties in the exchanges? How would you describe the general "tone" of the exchanges? Marilyn’s objective was to get Len to turn over 5 billion dollars in viable accounts. Len’s objective is to give Marilyn a grouping of smaller accounts. Marilyn is very adamant about not taking the smaller accounts Len is trying to turn over. Len uses moves that put Marilyn on the defense when she tries to negotiate with him. The general tone is aggressive, and defensive. Part B: Were Marilyn's objectives achieved in the first exchange? Were Len's objectives achieved in the first exchange? What do you project the outcome of the first exchange to be? Neither objectives were achieved in the first exchange. Len feels Marilynn’s team is not at the level that they can handle the accounts she is requesting. Although Len is trying to explain to Marilynn that she should take the small accounts and build them up to prove her and her team’s skills. Marilynn was unwilling to compromise with …show more content…
Marilyn questioned Len on his accusations that her and her team are unable to handle the viable accounts she is requesting. She used this tactic to become fully aware of Len’s concerns. When she questioned him she was able to remove any assumptions of his issues and address them head on. When she made these corrections she began to build her momentum of why her objective is the best solution. Also through questioning she was able to give a compliment while showing him that if her team is not prepared neither is he as he trained everyone. This was a clever way to shift responsibility and prove ability. She also used diversion tactics to keep Len focused on the issue and no other distractions. Marilyn stayed in control of the flow of the negotiation and the temperament by remaining logical instead of emotional. This assisted her with reaching her
A. What is Talia’s purpose in writing this letter? Do you believe she achieves her purpose
Lewicki, J. R., Barry, B., & Saunders, M. D. (2011). Essentials of negotiation (5th ed.). New
Therefore, this article suggests a communicative solution based upon impression management. According to Abz Sharma and David Grant, impression management involves four phases; framing, scripting, staging, and performing (Sharma & Grant, 2011). Implicit within this framework is the view of management as a communicative relationship between people within the organization. Leaders are actors who perform in front of their employees (audience). What follows is an explication of the four phases of impression management and their application to Carole’s circumstance. To begin Katherine Miller defines framing as, “ a way of managing meaning in which one or more aspects of the subject at hand are selected or highlighted over other aspects” (Miller, 2015). The leader is dictating how the organization views events that occur within the organization. Carole must do this in the situation she finds herself. Carol’s next step should be to contact all those involved within the previous meeting and attempt to setup a “town-hall”. Rather than viewing the “state of the school” incident as contentious, she can frame it as an opportunity to create meaningful dialogue. This is an appropriate next step because, currently, the staff may view the event as a last straw; an occurrence that completely undermined Carol’s authority. However, if Carole frames it correctly, it becomes an opportunity to regain control. Following framing is the act of scripting. Scripting, as told by Sharma and Grant, “identifies the actors, the use of rhetorical devices (dialogue), as well as the physical and emotional cues that supply meaning to the communication event” (Sharma & Grant, 2011). Scripting concerns itself with what is being said as well as how it makes the audience feel. During this town-hall meeting, Carol must engage in aspirational dialogue. She must talk about how they are shaping the future of the
This was the first session for Lucy with her social worker, where Jackie’s objective was to do her job by completing the paper work by questioning Lucy, but her aim was to obtain much information as possible from Lucy and whether or not the interaction with Vicky and Jackie was a positive or negative outcome for Lucy only further analysis can determine this.
Many situations present the important synchronization of internal versus external negotiations. Many individuals have studied how each side in the negotiation is able to manage the internal opposition to agreements being negotiated. This can also be known as “on the table”, or what exactly is on the line in a heated argument. Each individual involve in an argument has a particular position to be managed, and often times own personal interests are widely expressed. This paper will expand upon the case of Fischer collecting needed funds from Smith with proposals and ideas for a manageable negotiation.
Communication skills are important in professional negotiations and in personal life. This book discusses why we find some dialogue difficult, why we avoid it, and why we often address it ineffectively. Most important, the authors suggest methods for more effective, productive, and rewarding, interaction.
Harris, Larry (2003). Trading and Exchanges: Market Microstructure for Practitioners. Oxford University Press. p. 290.
Negotiations are supposed to begin in a positive way in which the negotiators consider the needs and wants of the others involved and their shared interests and interdependencies.... ... middle of paper ... ... References Michael R. Carrell, C. H. (2008). Negotiating Essentials: Theory, Skills, and Practice.
3. Do you think Franklin should have shared her information more freely with the others? Why or why not?
In the first negotiation exercise, Arak and Barkan, I went into the negotiation unconsciously forgetting the “big picture” and started negotiating details on how to divide Area I based on getting as much points as possible. My perception of fixed-size pie and detailed thinking resulted in a competitive negotiation with no information exchange. As a result, we only realised towards the end that both Arak and Barkan have been tasked to reach the same total points and it was basically not enough points to reach win-win solutions just on Area I. After quick adjournment, in order to avoid war, we settled for equal points in Area I of 124 ...
...during the negotiation. Because they did not explicitly articulate their objectives to each other, the union and management did not reach a settlement that was mutually beneficial. I believe both teams prioritized “winning” over fulfilling their initial objectives. Therefore, I better understood how both teams suffered under pressure during the negotiation because they realized they could no longer rely on a zero-sum strategy. Moreover, I realized how important team cohesiveness is to the bargaining process. Both the union and management lacked basic cohesiveness among their team members and consequently exacerbated the contentious and emotional environment that they created during the negotiation. Nevertheless, under these circumstances I believe the union and management ultimately reached an adequate proposal that satisfied both sides of the bargaining table.
1. What would you advise Ellen to do and why? What should be her objectives? Are there objectives and actions consistent with what you would do if you were in her situation?
Her attitude affected the overall mood of the department. It is important that Gene lets Kathy know that is not acceptable behavior and there are options available to her for getting help if needed. Gene does not want to lose an exceptional employee just because she is going through a hard time. However, if she does not change her behavior she could be transferred or even lose her job.
They both found a bridging solution where the interest for both parties were met. This example helped me to brainstorm about my personal experience because we all are faced with situation where we have to balance the interest of ourselves and others in order to maintain peace and long term relationship. Moreover, before reading about logrolling, if and then, I used to think how could one trade-off any issue even if he/she can get all. But, in class simulation I learned about how country is engaged in import and export and how do they balance their resources. Therefore, through integrative negotiation I came to know that trading commodities with each other can help us to reach mutually joint outcomes and thus a positive correlation.
Negotiation has been used as a vital communication tool not only in business but also in social intercourse. It helps people make common agreement and avoid conflict. So we need to use the tactics which we learned from this course and books to do more practice, only in this way we can gain advantages in negotiation.