Follow instruction plz - Essay Example

s assignment is written to present a dialogue exemplifying the integrative negotiation style utilizing the five identified steps in the process, to wit: (1) identify and define the problem; (2) bring interest to the surface; (3) generate alternatives; (4) develop criteria or evaluate alternatives; and (5) choose alternatives. Scenario: A salesman, Michael Jones (MJ), had consistently topped sales records for the past year selling computers. Two months ago, his sales started to decline. He could not reach the required quota and the head of the Personnel Department, Ms.

Mildred Clemente (MC), is faced with the dilemma of firing him. Based on company policies, a salesman should be relieved from his work when he/she did not reach the required quota for three consecutive months. In this regard, Ms. Clemente, requested Michael to see her in her office first thing Monday morning. The dialogue presented the dilemma of Michael Jones and Mildred Clemente regarding the sales performance to reach the required quota. By utilizing the steps indicated in the integrative negotiation, the objectives of both Michael and the Head of the Personnel Department have been met.

Problems were brought to light, alternatives were identified and an appropriate solution was determined to solve the dilemma. By joining these two forces, they were able to forge a creative solution to the problem at