Vanessa Abrams

The presence of alternatives impacted the negotiation to a great degree. When I announced I received a job offer from a competitor the intensity of the negotiation changed. Ms. Bultema instantly realized she needed to compromise if she wanted me to sign on with her

Cynthia has always performed well in her job, and has received good performance appraisals. She has been denied a promotion to a more lucrative sales position because she was told she “is not attractive enough” for the position. Cynthia is likely a victim of

If I was a manager, I would have to make an ultimatum of keeping Melinda or letting her go. Not only has she made a business deal personal, she wants to bring her drama to a business conference. Allowing her

I kept in mind that it is good to maintain a relationship after negotiating. When preparing I thought of ways to praise the importance of Josephine’s work during the negotiation. One of the ways I planned on doing this, was by considering my options. If I appointed Josephine’s to another group in the same location after her work was finished, this would allow me to ‘expand the pie’ and negotiate for more in my favor. This would permit her to be close to her husband, and it would also open up her guard more.

around. But she took it personal and had no choice but to quit. So for

Power in the negotiations was very important. People have power when they have “the ability to bring about outcomes they desire” or “the ability to get things done the way they want them to be done” (Lewicki, Saunders & Barry, 2011). Both Greystar and Carmel had informational power. They had the expertise of two very tenured

In the letter she pours a lot of emotions and makes it obvious that she have been told that “he

By studying the situation, I don't believe the 2 sides concerned ever had a deal. In the situation, the sides reached a deal just

She should consider that the comment she is making will hurt the company not necessarily herself. Businesses are looking for honest individuals that will help the company grow not bring them down. If they fell that constant harm is being done then in turn they can let that person go.

Cathy Brannen was obviously very enthusiastic about the job as outlined in the morning. She asked all the right questions, responded quickly and articulately to every query posed to her, and seemed ready to accept the position even before the offer was extended. When Harvey finally got around to mentioning the salary, there was a slight change in Cathy’s eager expression. She stiffened. Since Harvey realized that salary might be a problem, he decided to offer Cathy an incentive of sorts in addition

But, we got a different sense of Deborah at that lunch. She was incredibly well informed about our situation, knew everyone and everything about the orchestra business, was smart, honest and very personable. I was thinking, she obviously

I assumed this was because Jamie disclosed the details of the offer I made her to Jack. Therefore, Jack was willing to accept less, in order to remain competitive with my offer. Because of the concept of scarcity caused by many people wanting the same thing (Bargaining for Advantage, pg. 179), I foresaw this happening, so when I reentered the negotiation, I asked to speak privately with Jack. Knowing that Jack felt pressured to drop his portion with Jamie because of me previous offer, I again tried to mention to him how I thought a three-way deal where funding was split equally and I conceded $10,000 of my share was a fair deal. I was hoping he would side with me when we reentered the negotiation because he would now understand the spiral effect that exists in this negotiation. However, because I knew I couldn’t rely on this I also mentioned the possibility that we could come to an agreement and I could better Jamie’s offer. I believe we reached a tentative agreement where I would receive $70,000 and he would receive $230,000. Again, I wish I could have persuade him to agree right then and there, but it seemed that he wanted to rejoin Jamie to further discuss the options. When all three of us we involved yet again, Jack had mentioned openly how it would be more beneficial to have an agreement with me, and this really caused an unexpected, but

when she asks "what need one?". They knew this would cause him to leave either house as he had too much pride to agree.

Lisa was a vital asset to the company. She brought in new business, her accounts were prosperous, and her opinion was coveted on a daily basis by partners that she longed to be equal with.

Their approaches to negotiation and objectives were very different for each party. Nora went in with an integrative negotiation strategy since they had already won their bid based on using Sakari’s 4G technology and having a successful agreement would be important in fulfilling the contract with TGMXX. The were interested in creating a win-win situation. On the other-hand Sakari’s