Mazey In The Tough Guy Case

An interest-based negotiator possesses the following traits: honesty and integrity, where a sense of trust is created between the parties, in the case of Mazey we can see that he lacks integrity as the first thing he does when things do not go his way is to throw off a tantrum and even worst he throws objects to his subordinates. Abundance mentality, where the negotiator or parties affected get to a level where making concessions will help to maintain and "build stronger long-term relationships", in this case it would be recommended that Mazey be removed of his position to a position where he does not have subordinates. Maturity is where the negotiator is able to recognize that the others' problems are just as valid as their own, or as Straub (1997) states in Dealing with Abrasive Colleagues "Put the shoe on the other foot. Self centered people often see only one side of an issue unless they're shown the other." Systems orientation, is the trait where the perspective is to look for ways in which the entire system can be optimized, in other words
work for the best of the organization. Superior listening skills, is where attention is given not only to "one's words but in the whole context of the communication, including mode of expression, body language, and many other cues". (Lewicki et al., 2011 p. 63). Communication can be improved with the use of better listening skills, where passive listening works best with talkative people, the use of acknowledgement is slightly more active than passive listening leading the sender to continue with his conversation, and active listening is where the receiver restates in his own words the received message. In the case of Mazey it would be best to passively listen to him in order to avoid giving a mixed signal of confrontation. Role reversal is where one party takes the position of the other to understand more the other party needs and interests; however, we know that Mazey's attitude is one of "kiss up, kick down" making it difficult for any role reversal to work in his case.

In the Tough Guy case we see negative relationships or lack thereof between Mazey and his subordinates, thus we observe the negotiation dynamics inversely.
For example, the first dynamic is where negotiating within relationship takes place over time, in Tough Guy most of the analysts have worked only for a short period of time with Mazey and have experienced within a few minutes of "stepping into his office" unease; furthermore, those with a long term relationship experience even harsher treatment from Mazey, for example, his administrative assistant Gabriela. Another example is the sixth dynamic where "the other person is the focal problem" (Lewicki et al., 2011 p.196), in Though Guy this seems to be the case, as every 'negotiation' is one sided, in other words there is no negotiation but a command to obey; Mazey is the individual who does not trust anyone as he would make two analysts and his assistant do the same
work. When observing the lessons from "balancing inquiry with advocacy" we notice that they were one-sided, from subordinate to superior; for example in Though Guy when Payton Edwards would go to Mazey "with ideas on topics to research relevant to ongoing deals" he would ignore the analyst ideas and tell him to work on what he wanted the analyst to get done. The lesson of inquiring into other views can be observed in Frazer who was optimistic and had admired many of the traits of the type-A, however this ended somehow as soon as he stepped into Mazey's office. We also observed throughout the case the unwillingness of Mazey to experiment with others' ideas, and if he did took the idea, he would not acknowledge the person who came up with it. We can observe that some of the characteristics of Mazey as a type-A lead him to a lose-lose situation as "there's no time to interact with colleagues or develop relationships. This is called "hurried sickness."" (Riordan, 1999 p.28). Thus we can assume that no trust can be build upon a hurried relationship, a bad reputation will develop around him as someone who cannot trust or be trusted, and justice is always absent when dealing with an unyielding self-centered individual.