- 19 Mar, 2021
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Case Study
Final Case study
Each of the following 15 questions is worth 10 points. Please answer each question completely showing analysis and a developed understanding.
You are Peggy Fischer. You can make the following assumptions: a) you are able to reach and communicate with the Smiths, b) you are focusing on what to do now rather than what you could have done to avoid the situation.
- What is your BATNA? What is it’s value?
- What are your interests? What are your subordinate goals?
- Describe two different integrative strategies you would employ to reach your interests and goals?
- Explain and compare the two dilemmas of mutual adjustment and how these have affected the situation.
- If you were to take a distributive approach in this negotiation, what would be your strategy? What would be the down-side to this strategy?
- What is the importance of coalitions in negotiations? Who would you form a coalition with and why?
- Analyzing the field of the negotiation, who are the direct actors, opposition actors, indirect actors, interested observers and environmental factors. What impact will each of these groups have on the negotiations.
| Role | Person – why? | What impact will they have on the negotiation? |
| Direct actors | ||
| Opposition actors | ||
| Indirect actors | ||
| Interested observers | ||
| Environmental factors |
- Take one of the ethical reasonings perspectives and explain how this would influence you within the negotiation.
- Utilize one of the perceptual distortions and explain how it could be affecting the current situation.
- Who has the most power in this negotiation? (chapter 8) Using the sources of power, substantiate your opinion.
- What strategy would you use to deal with this person of power?
- From Chapter 12, which of these best practices are the most important to this negotiation?
Unrelated to the case study
- Which was your favorite negotiation during the term? Why?
- Explain two important skills you developed during the term?
- Describe the most important knowledge you gained from the course? Be specific.