Hrm 595 Marilyn and Len Exchange

In: Business and Management

Submitted By kevingrobinson
Words 824
Pages 4
The Marilyn and Len Exchanges

HRM 595 – Negotiations

• What are the objectives of both parties in the exchanges?

The object of Marilyn and Len is to obtain the most profitable accounts for their respected team to maximize profitability and growth for the company while their team benefits from the commissions. Len wants to dominate accounts that will result in higher commissions while Marilyn is attempting to co-own these accounts with Len rather than being left with dead accounts that will result in no commissions or company profitability. Both of them feel that they deserve the better accounts.

• How would you describe the general "tone" of the exchanges?

During the first exchange, the tone appears to be competitive and almost hostile in attempting to achieve the party’s respected interests with no regards to what was best for the company nor other party. Len is offensive and threatening while Marilyn displays defensive behavioral tendencies and did not fully come prepared. Marilyn appears to be worried while Len seems to be more confident.

• Were Marilyn's objectives on the way to being effectuated in the first exchange?

I don’t believe that Marilyn is going to neither get what she desires nor even successfully compromise a portion of what she desires. Marilyn allowed Len to manipulate her into becoming more defensive, took the remarks and responded from a personal view point instead of a factual based point, allowed Len to become the dominant party and side tracked her objectives. Marilyn’s allowed Len to exploit her defensiveness resulting in her failing to be an equal party in the negotiation and failed to get her points successfully across.

• Were Len's objectives on the way to being effectuated in the first exchange?

I believe that Len will be victorious in achieving…...

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