Final Exam Papers negotiation

Final Exam Papers negotiation - Final Exam Papers HR595:...

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Final Exam Papers HR595: Negotiation Skills Instructor: Richard Melton Student: Anh Nguyen February 2011 B | Given desired goals and outcomes for a negotiation process, describe a planning framework to achieve stated objectives and apply to a specific negotiation scenario. | Negotiation need not be confrontational. Negotiating is the process by which two or more parties work together to find mutual agreement to an issue. Because these parties come with different interests, needs, goals and styles, so that negotiation is inter-personal process. Negotiators’ behaviors, skills influences negotiation context. Although negotiation implies conflicts, it not needs to be characterized by bad feelings, or angry behavior. The most important things for negotiators should understand about negotiation process and manage it effectively to reach the positive outcomes and goals set. The word frame can be defined as a way in which problem or issue is expressed. When negotiators prepare for framings, conflicts of both parties are affected in negotiations. Different style of frames may make resolution easier or more difficult. I have a friend named Nguyen. He is the sales manager of a company that does commercial property management and renovations. His company has a good and long term relationship with ACB apartment building. Last week, he received a call from Carol, the new manager of ACB, that she wanted a meeting with him. In the meeting, Carol mentioned that under the contract between Nguyen’s company and ACB, the company has to maintain the apartments in “good, rentable condition”. The company always repairs and does minor complaints from tenants with payment on ACB account. Normally, whenever a tenant has moved out the company has been asked to send in a crew to paint the apartment for new tenant. Because Carol recently has received a lot of complaints from current tenants that their apartments have not been painted for years, she wanted him to send a crew to paint those apartments. However, he got shocked after seeing her schedule of 24 old apartments in this summer. He said: “My company always paints a few apartments for each summer. My crew is already assigned for most of the summer. How am I handling it?” Carol pointed clearly that under the contract the company has to maintain the apartments in “good, rentable condition”. In additional, a large number of her apartments have not been painted for five or ten years. In case that Nguyen’s company failed to fulfill their obligations. She has no choice to terminate the contract. Nguyen absolutely did not want her to do that. He promised to think about it and get back to her the next day. What should he say to Carol on next day? What are his resolutions? The frame of Carol in this negotiation is a powerful one. Nguyen needs to change her frame to
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Final Exam Papers negotiation - Final Exam Papers HR595:...

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