Interpersonal Negotiations: Breaking Down the Barriers

By Len Leritz | Go to book overview

The Practice Case Solution

ASSIGNMENT QUESTION 1

Bob and Denny illustrate how beliefs impact what people do in their negotiations. Neither of them believes that he has the honest support of the other. Bob believes that Denny has tried to undercut him, and Denny believes that Bob does not respect him and wants to manipulate the situation to the company’s advantage. As a consequence, both of them feel cautious, distrustful, and disempowered. The result is that they work around each other instead of sitting down together and working out solutions that benefit the company and the union. This is also true throughout the organization. People avoid and work around each other because of the distrust that exists.

Denny has an additional problem caused by his aggressive minority. Their behavior causes Denny to feel less confident and, as a result, he procrastinates in doing what he otherwise might do. He acts tougher and is more resistant than he otherwise would be. In collaborating with requests that would benefit the company, and not necessarily hurt the union, he feels the need to show the vocal minority that he is strong enough to represent them.

Bob and Denny’s personal beliefs reflect the beliefs that exist between the union and management. Bob and Denny have inherited the antagonistic mantels. Both have become the embodiment of these blocking attitudes. This is causing them to repeat the historical patterns that have led to uncooperative and costly strikes and grievances. To break through these self-limiting beliefs, Bob and Denny need to address their own beliefs privately and then with each other. They both need to believe that something else is possible. They need to sit down and talk about the organizational and personal history. They each need to understand why they have acted in the manner they have. They need to let each other know, in a nonblaming way, how they have interpreted these events and how they have been impacted by them. They need to stay with this process until they feel understood and are willing to commit to creating a different kind of future for the mutual benefit of the union members and the company.

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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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