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Case study 2 negotiation - Essay Example

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NEGOTIATION THEORY STUDENT PROFESSOR COURSE DATE Introduction Negotiation is a day to day experience in life. People negotiate about different kind of subjects such as work, politics, and personal issues. Dwyer (2011), "Negotiation is a process in which two or more parties try to resolve differences, solve problems and reach agreement" (p…
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Case study 2 negotiation

Download file to see previous pages... In this case, the supervisor is fast to dismiss Danya’s application. According to Dwyer (2011), “Power is a useful tool in the negotiation process; however, if you misuse it or refuse to use it appropriately, the likely result is tension and conflict” (p. 154). The tension between the supervisor and Tanya came about as the supervisor used the power that he had over her to dismiss her application, and made comments that were not pleasing at all. If the supervisor had listened to Danya’s positions and interests, he would have approached her in a calm manner that would not have threatened the relationship between them. This case study looks into the cause of the problem and how it impacted on the main participants. It also suggests and evaluates some solutions, recommends the best solution and explains how to implement it by using the “negotiation theory ". Analysis of the problem The problem can be analyzed by examining the negotiation approaches of Danya and her supervisor. The problem occurs because both parties have interests to meet and the two are not keen to consider the other party’s point view. Danya’s interest are visiting her grandchild and wants to do so by taking advantage of the flight promotion so as to pay less for the flight. Danya’s optimism of getting the leave and an addition of two weeks leave get thwarted and she gets devastated because of the rejection. The supervisor on the other hand has a contract that has a limited deadline and needs Danya’s support because she happens to be one of the best worker. The problem ensued as the two parties could not agree on what should happen. The supervisor is stern on his decision and rejects her application without giving Danya a chance of explaining herself as to why she needed to have her break at that time. Furthermore, he acts out of the stress of the contract and allows the stress to overcome his thoughts and emotions and is quick to make negative comments about Danya. According to Leimbach (2011), “Paying attention to interests helps uncover the "why" behind a position.” (p. 36). If Danya had listened to why the supervisor was not willing to grant her the leave, she would have understood him and there would not have been any problem. Danya also assumes that her being the best of the employees would definitely make the supervisor grant her, her wants. She was not ready for any outcome and was not flexible to allow herself take in any outcome of the application. She is quick to judge the supervisor’s actions and believes the company does not recognize her excellent performance, which makes her to burst out. She is also frustrated that she will lose the money of the ticket she’d already paid for. She feels disappointed when her request is turned down by the supervisor who tells her that she is not showing any commitment to the company. According to Jenkins (1997), “with a principled negotiation approach, the salesperson focuses on the problem and how to solve it” (p. 30). In this case, instead of getting frustrated by the way the supervisor acted, she ought to have thought of how the misunderstanding of the supervisor thinking she has no commitment to the company would get settled. Range of solution The problem can be solved by number of ways. First of all, the supervisor should give Danya an offer of paying for her flight if she cooperates with them to meet the deadline. The other solution would be that Danya gets a ...Download file to see next pagesRead More
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