Hrm 595 Week 1 Case Study

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Week 4 Assignment 1 Week 4 Assignment HRM 595 Keller Graduate School…show more content…
The first exchange favored his objectives and his persistence enabled this. His forceful use of words seemed to exert pressure on Marilyn to react. It seemed as though he knew exactly how to do this, and he was well-prepared for Marilyn’s reactions to his probing.  What do you project the outcome of the first exchange to be? The outcome of the first exchange seems to favor Len. His actions/reactions set the tone and put his goals in motion. In fact, it seems that his gender actually facilitated this, although perhaps this was unintentional. It seems that the gender difference between the ways that the two sides handled the disagreement was more pronounced in the first exchange, as the two parties engaged in their initial interaction.  Were Marilyn's objectives on the way to being effectuated in the second exchange? It appears that Marilyn’s objectives were being “effectuated” in the second exchange. Her choice of words seemed to turn the negotiation around, and thus the negotiation itself seemed to progress more effectively. It seemed that she got her point across as to what she considers to be acceptable with regard to the handling of the sales accounts. She did this by asserting her position and her determination to move
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