...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...
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...objectives of both parties in the exchanges? Both parties in these exchanges want to obtain the best accounts available for their teams to maximize profit for the company, and also for their staff. They both want to get their points across while looking out for their teams’ best interest. Based on the exchange, it seems that Marilyn prefers sharing the accounts rather than being left with the small ones, while Len would like to work on accounts that will generate more money. How would you describe the general "tone" of the exchanges? The tone of the exchanges seems to be slightly aggressive between Marilyn and Len. In the first exchange, it almost seems like Len’s tone is a little threatening and Marilyn’s tone is defensive in response to this. She also seems to be worried that she’ll be stuck with the smaller, less productive accounts that Len is trying to push on her. Were Marilyn's objectives on the way to being effectuated in the first exchange? No, I feel that Marilyn started off well but then allowed Len’s aggression to get the best of her. She became more defensive while countering each of Len’s comments, which caused her to lose sight of the points she had to present in this negotiation. If this would have continued in this manner, Marilyn will not get her point across. Len had her backed into a corner, and Marilyn’s defensiveness was ineffective, since it wasn’t able to turn the negotiation in her favor. Were Len's objectives on the way to being effectuated...
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...the objectives of both parties in the exchanges? Marilyn and Len are both looking out for their teams, and protecting their own best interests. Marilyn’s objective is to get Len to turnover five billion dollars worth of viable accounts. Len’s objective is to get Marilyn to accept the accounts he has chosen to give her, so that his team won’t incur a loss of commission. How would you describe the general "tone" of the exchanges? I would describe the general tone as a negative emotional tone in the first exchange. In the second exchange, the tone shifts from a negative to a more positive tone, as the negotiation evolves. In the end it appears that Marilyn changes the tone of the negotiations. Part B: Were Marilyn's objectives achieved in the first exchange? Not really. Marilyn stated her position expecting to maximize her resources and share of value, but failed to make her needs or interests known. Seeking to make the best possible case for his or her preferred perspective, Marilyn should have assembled some facts, or other evidence to persuade Len of the validity for her perspective. Arguments and frames began to shift, as the parties focused on refuting the other’s case. I believe, Marilyn’s argument suffered because of a lack of frame control. She failed to test different frames to determine if they fit the issue, or whether she was being improperly influenced by Len. Were Len's objectives achieved in the first exchange? Yes, I believe so. Len didn’t change...
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... Marilyn and Len exchanges 1. What are the objectives of both parties in the exchanges? Both parties want to impress their respective organizations with their negotiation performance, but they are both also trying to gain the concession they each feel they deserve out of the exchange as well. However they came to the table with the intention of holding different type of negotiations. Marilyn wanted a win-win situation, whereas Len was prepared for a win- lose situation. 2. How would you describe the general "tone" of the exchanges? Len took the stronger position in the negotiations and he used a hostile, threating tone probably to intimidate his opponent and to give himself leverage throughout their exchanges. Marilyn, on the other hand, was defensive and reserved, mainly because I think she came to the negotiation table with the intention of them working together and sharing the accounts. 3. Were Marilyn's objectives on the way to being effectuated in the first exchange? I do not think that Marilyn’s objectives were on the way to being invoked in the initial exchange because of her docile attitude. She allowed herself to be intimidated more so because she was unprepared more than just the fact she’s a female. Len used some blocking methods and put Marilyn in a position where she felt it necessary to defend her performance and abilities. By cutting her off constantly and bulling her throughout the exchange Marilyn was not able to effectively...
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...the objectives of both parties in the exchanges? Marilyn and Len are both looking out for their teams, and protecting their own best interests. Marilyn’s objective is to get Len to turnover five billion dollars worth of viable accounts. Len’s objective is to get Marilyn to accept the accounts he has chosen to give her, so that his team won’t incur a loss of commission. How would you describe the general "tone" of the exchanges? I would describe the general tone as a negative emotional tone in the first exchange. In the second exchange, the tone shifts from a negative to a more positive tone, as the negotiation evolves. In the end it appears that Marilyn changes the tone of the negotiations. Part B: Were Marilyn's objectives achieved in the first exchange? Not really. Marilyn stated her position expecting to maximize her resources and share of value, but failed to make her needs or interests known. Seeking to make the best possible case for his or her preferred perspective, Marilyn should have assembled some facts, or other evidence to persuade Len of the validity for her perspective. Arguments and frames began to shift, as the parties focused on refuting the other’s case. I believe, Marilyn’s argument suffered because of a lack of frame control. She failed to test different frames to determine if they fit the issue, or whether she was being improperly influenced by Len. Were Len's objectives achieved in the first exchange? Yes, I believe so. Len didn’t change...
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