for JoyMercy

Module 6

Sometimes a negotiation can seem like you are arm wrestling with the other person. Chapter 10 differentiates between competitive which is more like arm wrestling, and cooperative negotiation, which depends more on cooperation and collaboration. Cooperative negotiation is particularly useful for managing conflict over tangible resources, especially when they are scarce. Scarce resources encourage a win-lose mentality, as illustrated by the two people arm wrestling, where the stronger one wins and the weaker one loses the match. In the following case study, two business women attempt to negotiate a situation at work. The purpose of this activity is to apply correctly the key concepts, principles, and suggestions from Chapter 10 to the case study.

Read the following case study and the instructions that follow it.

“I am the Division Chief of Planning. Last week, I met with my colleague, the Division Chief for Right of Way. We met to discuss our mutual need to staff a receptionist position on the eighth floor of a new office building that we will occupy beginning next month. My colleague will have about 80 employees working on this floor, while my staff will total around 40.

For security and customer service reasons, we need to place a receptionist at a cubicle opposite the elevator where visitors can be greeted, screened, and directed as they enter the floor. We do not currently have this problem in our existing building, as the organization has a guard hired to check visitors in and out of the only public entrance to the building.

Since the Right of Way Division has twice the number of employees and many more visitors than we do in Planning, I attempted to convince her to agree to staff the position out of her budget. I have had some previous history negotiating with this Division Chief and have found her difficult to work with. This meeting was no exception. I tried to convince her that equity demanded she pay for the position or at least two-thirds of the costs. She refused, arguing that I should bear the entire cost because her budget had been reduced this fiscal year.

After posturing for some time, it was clear that she was not going to budge in her negotiating position. I had more important issues on my plate that day, and I also did not want to take the issue to our mutual boss, the District Director, to resolve. In light of this situation, I proposed that we split the costs 50-50, which she agreed to almost immediately. The problem I have is that this really is not a fair decision for my division, and is another example of where I should have been more aggressive in sticking to my position, instead of looking for resolution through a compromise.”

For this discussion, please engage in the following:

1. Read the case study
2. Jot down what concepts you read in Chapter 10 that might apply to this scenario
3. Define what the concept(s) is that fits this case
4. State what behaviors you see happening that substantiate why you chose the concepts you have identified
5. Write a 250-300 word post where you put together #2 and #3; this post should be in narrative form
6. Include references to the textbook in your post; use the APA style guide
7. Make sure to proofread for grammar