Case Study Chapter 8

At the same time, I also realized that the negotiation partners are not always having the conflict interests during the negotiation. In this case, for some of the issues, we actually have the same goals. So baring this in mind, in the future negotiation case, I would first seek the common goals for both of us first to create a win-win situation.

Concern for production speaks to how a leader accomplishes organizational goals and objectives while concern for people pays attention to the staff in the company or organization that are chartered to reach goals (Northouse, 2013). The Leadership Grid is established by drawing the horizontal axis representing the leader’s concern for results and the vertical axis representing the leader’s concern for people. A score is assigned for each of these dimensions with a range from 1 (minimum) to 9 (maximum) concern. Plotting the respective scores from each axes provides a look at various leadership styles. There are five styles of leadership identified: Team Management, Middle of the Road Management, Impoverished Management, Authority-Compliance, and Country-Club Management (Northouse, 2013).

1. Describe the difference between transactional and analytical information, and determine which of these types Spotlight used to identify its 10 tribes.

Cassie is the person I chose to relate to and explain what I think she could have done to adjust her learning pattern. Cassie should have intensified more in Confluent, by tuning more in her Confluent level, she would be more relaxed about taking risk on writing her paper. relaying strictly on Precision as a use first, she is driving herself crazy by worrying about being wrong and not focusing on the assignment as a whole. I feel that Cassie is over processing the task that is asked of her to complete the assignment that she is asked to do.

Explain the use of advocacy & inquiry, or lack thereof that occurred throughout the case. How did structural concepts influence the use of advocacy and inquiry?

Simply put resting at a conclusion after a negotiation may not necessarily be the ideal outcome unless cooperative is achieved by both parties. Bargaining in general could involve parents, friends, teachers, spouses, employers, and so on (Anderson, 2013). Likewise companies also negotiation contracts with one another or individuals involved within the companies.

One constant objective in every case discussion is to raise as many possible key issues in the case, and to have a full articulation (pros and cons) of these issues.

1. Provide a summary of the case including an analysis of the key facts and potential dilemma.

Tyler, Texas is the Rose Capital of the United States. The city is known for the beautiful roses and East Texas charm. Many people today are choosing Tyler as a place of retirement or raise a family. There are many people that work hard every day to make Tyler a great place to live, work and feel safe. One of those people is Edward Moore, Tyler City Councilman for District 3. I had the pleasure of meeting Mr. Moore and discussing the duties of a City Councilman and as a citizen to keep Tyler beautiful.

Instead of the questions in the casebook, we will discuss specific issues related to the topic currently being discussed in class. The questions can usually be answered using your own opinions and the case information. The issues to be discussed for the cases follow.

Making an allusion of the negotiation process being just like the buying and selling process, the buyer and the seller would have different roles to play. Haydon argues that the buyer is in a good position to sell their product in that he or she can make her case right in describing the product. Whereas the opponent may be given a chance to give their option, they would be limited with what has already been given by the proactive party. The proactive party would always set the tone and thereby have greater say in the negotiation, regardless of the equal opportunities given to both parties (Jun-Geol & Ouk, 2007, pp. 606 – 615). Whereas equality of the parties is granted, this may not play in terms of the discussions on the main tenets of the conflict and possible resolutions.

Risks of warehousing involve: Lack of strong sponsor or sponsor not at high enough level to get people motivated.

5) Describe how you think value can be created in this negotiation, and who is likely to get the most value.

As our negotiating skills improved so did the difficulty and complexity of the negotiation problems. Negotiation one was ‘The Used Car’ scenario. We entered the negotiation with little preparation or strategy planning, two dominate members from each team naturally took the stand of being lead negotiators. This gave the negotiation a level feel in relation to nonverbal communication and allowed for smooth transitions in reframing prospective offers. Both teams had adopted a distributive bargaining stance which made negotiations strained and volatile with high and low ball offers dissatisfying both sides. Both teams creatively used their knowledge in creating large amounts of claimed value and creation of value. Knowing we had further dealings planned with the opposing team, our team adapted our stance to a collaborating behaviour and allowed them to make a greater profit in an attempt to strengthen future transactions.

Continuing feasibility is further likely when concerns and interests of each individual party are recognised, reconciled, and satisfied successfully.