SELF-APPRAISAL PAPER - Rahul Mutha.pdf

SELF-APPRAISAL PAPER - Rahul Mutha.pdf - SELF-APPRAISAL...

Info icon This preview shows pages 1–4. Sign up to view the full content.

View Full Document Right Arrow Icon
ORGS 6560: NEGOTIATIONS SELF-APPRAISAL PAPER 2017 SELF-APPRAISAL PAPER SUBMITTED TO: DR. JACK MUSKAT RAHUL MUTHA
Image of page 1

Info icon This preview has intentionally blurred sections. Sign up to view the full version.

View Full Document Right Arrow Icon
2 My strength as a negotiator grew along with the negotiations. I gained confidence to negotiate after I was exposed to different tools to negotiate. I stated my first negotiation without any tool, so, was mostly based on my instincts. I was not aware of scoring system which we learned. About the BATNA, resistance point, the target point or the bargaining zone. All, I was thinking that I need to strike a deal because other would too and the deal has to reasonable and should not leave too much on the table. I was accompanied by Kofi in the first negotiation, The Bullard House and I did learn the tactics as to how to approach the negotiation. He too was learning; we did a few mistakes but as a team we were able to strike a deal with Downtown represented by Jing R., by manipulating. If it were a real negotiation, then the negotiation would have been subjected to a law suit 1 . The second negotiation was Round-1 of Maple Grown Products. We as a team, focused on the scoring sheet and planning document which helped us prepare for the negotiation in an organized manner. We initiated our project by reading the case materials and brainstorming together, then using nominal group technique (Lewicki et al. 274) we prepared scoring sheets individually, after preparing individually we met to consolidate and unify our position. I team mates were Tamara M. and Johnson C., they both were amazing to work with as a team. In order to achieve common goals and create our team based scoring system we anchored our group thinking and our strategy around the issues and the importance of each issue we had highlighted (Lewicki et al. 151) prior to the negotiation. As a group, we performed well but had we been more extensive in our preparation and questioned the underlying motives of our 1 Appendix - The Bullard House (13 th May, 2017)
Image of page 2
3 counterpart we may have come up with more sophisticated methods of dealing with our counterparts “bluffing” and demands around worker autonomy. We focused largely on the financial or incentive impacts of autonomy and to a lesser degree the non-qualitative aspect of job satisfaction that comes from autonomy. And although we discussed quotas and capacity we did not highlight quotas as an issue to be negotiated this round and therefore lost ground on that issue. The other important negotiations in terms of learning was The Great Lakes Mediation. Mike M who was the VP of HR was a tough negotiator. It was a task to convince him; by this time, I had understanding about the scoring system and its importance. I focused on the BATNA and throughout the negotiation kept it at the back of my head. For the mediation, I focused on the target point and the resistance point 2 . This helped me to create a bargaining zone 3 What are your weaknesses as a negotiator? How can manage your weaknesses?
Image of page 3

Info icon This preview has intentionally blurred sections. Sign up to view the full version.

View Full Document Right Arrow Icon
Image of page 4
This is the end of the preview. Sign up to access the rest of the document.

{[ snackBarMessage ]}

What students are saying

  • Left Quote Icon

    As a current student on this bumpy collegiate pathway, I stumbled upon Course Hero, where I can find study resources for nearly all my courses, get online help from tutors 24/7, and even share my old projects, papers, and lecture notes with other students.

    Student Picture

    Kiran Temple University Fox School of Business ‘17, Course Hero Intern

  • Left Quote Icon

    I cannot even describe how much Course Hero helped me this summer. It’s truly become something I can always rely on and help me. In the end, I was not only able to survive summer classes, but I was able to thrive thanks to Course Hero.

    Student Picture

    Dana University of Pennsylvania ‘17, Course Hero Intern

  • Left Quote Icon

    The ability to access any university’s resources through Course Hero proved invaluable in my case. I was behind on Tulane coursework and actually used UCLA’s materials to help me move forward and get everything together on time.

    Student Picture

    Jill Tulane University ‘16, Course Hero Intern