Interpersonal Negotiations: Breaking Down the Barriers

By Len Leritz | Go to book overview

The Practice Case
INSTRUCTIONS: The practice case enables you to sharpen the ideas and methods you have studied by applying them to a realistic business problem. The answers you provide to the questions are not submitted to Educational Services for grading. Rather, as its name implies, the practice case gives you the chance to practice for the examination case by having you put your newly acquired knowledge to work through analyzing and solving problems in a realistic setting.After reading the case, summarize and analyze the situation as it has been presented. Ask yourself “What is really going on here?” Read and answer the review questions, and then prepare a written analysis and solution. Although there is no correct length, a satisfactory analysis, including recommendations, usually runs between four and six typed doublespaced pages.
Assignment
As you read through the Practice Case, specifically determine:
1. In what ways are Bob and Denny’s beliefs affecting their negotiations? What do you think each of them needs to do to move beyond their self-limiting beliefs?
2. What role does their relationship have in their negotiation? What do they need to do to improve their relationship?
3. What type of preparation does each side need to be doing? What information does each side need that they do not currently have? What analysis does each side need to be doing? What do the leaders need to be doing?
4. Does the current process meet the criteria of being safe, fair, and effective? If you were responsible for the process, what different type of process might you design? What steps would you have the parties go through in this negotiation?
5. What blocks are occurring in this negotiation, and what would you do to remove these blocks?

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Interpersonal Negotiations: Breaking Down the Barriers
Table of contents

Table of contents

  • Title Page iii
  • Contents v
  • About This Course ix
  • How to Take This Course xi
  • 1 - Essentials of Negotiating 1
  • 2 - How to Prepare for a Negotiation 21
  • 3 - You Get What You Believe 35
  • 4 - Identify and Remove the Blocks 57
  • 5 - Dealing with Difficult People 81
  • Bibliography 107
  • The First Examination 109
  • The Practice Case 117
  • The Practice Case Solution 123
  • Cover Sheet - The Examination Case 127
  • Selected Readings 137
  • Index 143
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