Hrm 595 Negotiation Skills

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HRM-595 Negotiation Skills Professor Stevens - Summer 2012 Using the Marilyn and Len exchanges, analyze the following: • What are the objectives of both parties in the exchanges? -Marilyn –receive viable national accounts from Len to prove herself to her boss. -Len – doesn’t want to lose establish accounts and/or commission for his people or himself. • How would you describe the general "tone" of the exchanges? -The tone of the initial exchange; Len sounded flippant and Marilyn sounded Angry • Were Marilyn's objectives on the way to being effectuated in the first exchange? -No, I don’t believe Marilyn’s presented her objectives in a way that allowed her to achieve the outcome she wanted; bring about effect. There wasn’t a free flow of information or desire to understand each other’s needs/objectives. • Were Len's objectives on the way to being effectuated in the first exchange? -No, Len was not doing a very effective job of bringing his objectives about during the first exchange. Len wasn’t focused on looking at their similarities, he wanted to challenge Marilyn. Len was focused on his personal goal and using a distributive approach; win-lose. • What do you project the outcome of the first exchange to be? -A trip to Joe’s office because these two aren’t going to be able to resolve this issue. If they stay on this path the outcome will be a win-lose when the focus should be win-win not only for the heads of the department but for the company/shareholders. • Were Marilyn's objectives on the way to being effectuated in the second exchange? -Yes, Marilyn was clear, open, and using turns to support her position instead of being defensive. Asking clarification helped Marilyn’s position and kept her in a better light. • Were Len's objectives on the way to being effectuated in the second exchange? -Not really, Len was less offensive but played a

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