Week 4 Assignment Negotiation
Week 4: Analysis of Marilyn and Len
Keller University HRM-595-61395July 30, 2014
Notes from the exchanges: Joe is VP Sales promoted Marilyn is director of High Technology Sales. Asked to negotiate with Len, the National Accounts director. Agreed the Len would turn over 5 billion dollars in viable accounts. Marilyn disagrees with the accounts that have been chosen. Len uses moves that put her on the defensive. Respond with a turn when a move puts the negotiator on the defensive.
Scenario A
Challenge Competence
Make Threat
Appeal for Sympathy
Challenge Competence
Criticize style
Scenario B
Question
Correct
Name
Divert
Correct
Correct
Divert
Types of turns:
Interruption
Naming
Questioning
Correcting
Diverting
What are the objectives of both parties in the exchanges?
Money is a priority for both parties, which is obtained through good performing accounts assigned to their teams. Marilyn wants viable accounts work 5 billion dollars as directed by her VP Joe. Len, wants to keep the big, established accounts within his team and transfer smaller, less developed accounts to Marilyn’s team so that his team can keep the larger commissions and be a more profitable team within the company.
How would you describe the general "tone" of the exchanges?
The tone of the exchanges vary in each scenario depending on the strategies Marilyn or Len engage in. I think there is some aggression in the tone by both parties, Len who does not want to let go of the good accounts so that his team can maintain performance and make commissions. Marilyn, is aggressive in tone because Len is wasting her time but not transitioning any established accounts. I see less aggression in Marilyn during the second scenario when she uses turns to counteract the moves made by Len. She is much more assertive, and comes off competent and legitimate in her argument by using turns in the second scenario. In the first scenario, Marilyn is very defensive in her moves back
Keller University HRM-595-61395July 30, 2014
Notes from the exchanges: Joe is VP Sales promoted Marilyn is director of High Technology Sales. Asked to negotiate with Len, the National Accounts director. Agreed the Len would turn over 5 billion dollars in viable accounts. Marilyn disagrees with the accounts that have been chosen. Len uses moves that put her on the defensive. Respond with a turn when a move puts the negotiator on the defensive.
Scenario A
Challenge Competence
Make Threat
Appeal for Sympathy
Challenge Competence
Criticize style
Scenario B
Question
Correct
Name
Divert
Correct
Correct
Divert
Types of turns:
Interruption
Naming
Questioning
Correcting
Diverting
What are the objectives of both parties in the exchanges?
Money is a priority for both parties, which is obtained through good performing accounts assigned to their teams. Marilyn wants viable accounts work 5 billion dollars as directed by her VP Joe. Len, wants to keep the big, established accounts within his team and transfer smaller, less developed accounts to Marilyn’s team so that his team can keep the larger commissions and be a more profitable team within the company.
How would you describe the general "tone" of the exchanges?
The tone of the exchanges vary in each scenario depending on the strategies Marilyn or Len engage in. I think there is some aggression in the tone by both parties, Len who does not want to let go of the good accounts so that his team can maintain performance and make commissions. Marilyn, is aggressive in tone because Len is wasting her time but not transitioning any established accounts. I see less aggression in Marilyn during the second scenario when she uses turns to counteract the moves made by Len. She is much more assertive, and comes off competent and legitimate in her argument by using turns in the second scenario. In the first scenario, Marilyn is very defensive in her moves back