Negotiation Skills

In: Business and Management

Submitted By sarichter83
Words 1127
Pages 5
Sarah Richter – D00130751
HR595 – Negotiation Skills
Assignment: Week 4 – Tactics Tutorial Analysis
08/09/2012

Using the Marilyn and Len exchanges, analyze the following: * What are the objectives of both parties in the exchanges?
In the beginning Len and Marilyn’s objectives are distributive in nature. They both want the high-income accounts to be handled by their respective departments. The $5million in viable accounts are supposed to be handed over by Len to Marilyn’s department. Marilyn’s idea of the potential accounts is different than that of Len’s. Both parties want to maintain profitable accounts to ensure their teams’ commissions are not negatively affected by the change-over. * How would you describe the general "tone" of the exchanges?
I would describe the general “tone” of the exchanges to be interest oriented. Most of the verbal interactions presented (especially in the first exchange) were substantive based, not relationship oriented. Both parties seem to have a personalization attached to the problem at hand and it seems that they are both worried about the outcome negatively affecting their personal and team results. * Were Marilyn's objectives on the way to being effectuated in the first exchange?
I do not feel that Marilyn’s objectives were going to be effective in the first exchange. She approached the conversation regarding the accounts Len provided in a defensive manner which did not create a free flow of information. Len presented his needs and objectives, but in a way that left little room for Marilyn to explain her own needs and objectives. It seemed that Marilyn felt attacked and retreated to a defensive standpoint on her objectives by claiming there was “no way I’m taking these dead accounts”. She did not emphasize the commonalities nor minimize the differences in the objectives on the table, nor did she search for a…...

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