5-1 Discussion: Six Types of Power

5

-

1 Discussion: Six Types of Power

For this assignment, develop four questions that could be asked of Alice Jones,

senior

Netflix executive, during an upcoming negotiation session. This information should be

helpful in crafting an integrative bargaining proposal, i.e., a win

-

win situation that

increases the likelihood of reaching a mutually beneficial outcome

.

In oth

er words, it meets, as best as possible, the extrinsic and intrinsic interests of

both parties

.

Specifically, you should keep these criteria in mind:

1.

Create questions that will obtain information about Alice Jones' interests in the

bargaining session. Th

ey should cover all four categories: open, closed,

alternative, and leading, as defined below. Possible questions could explore

Alice Jones' short

-

and long

-

term career plans, personal interests, and any

personal challenges she may be facing. In other word

s, you are trying to

determine Alice Jones' zone of potential agreement (ZOPA) and her best

alternative to a negotiated agreement (BATNA).

o

Open

-

Ended or Socratic Questions

—

Begin

with

who,

what,

when,

where,

how,

and

why.

Example:

"Why

aren't

you

taking

som

e

time

off?"

o

Closed Questions

—

Can

be

answered

with

"yes"

or

"no."

Example:

"Are

you

ready

to

begin?"

o

Alternative Questions

—

Offer

the

listener

a

choice

with

a

few

options.

Example:

"Do

you

want

to

start

the

meeting

at

3:00

or

4:00?"

o

Leading Questions

—

Are

aimed

at

soliciting

a

particular

point

of

view.

Example:

"The

new

vacation

policy

is

very

fair,

don't

you

think?"

2.

Make sure the parameters of your questions are within acceptable legal limits,

e.g., avoiding topics such as age, marita

l status, any disabilities, religion, race,

pregnancy

-

related questions. For legal advice, click on this Investopedia link:

8

Thing

s

Employers

Aren't

Allowed

To

Ask

You

. Click

WCM

510

8

Things

Employers

Aren't

Allowed

To

Ask

You

(CC)

for a captione

d

v

i

deo.

3.

Compare and contrast the va

lue of each type of question and whether it will

advance an integrative bargaining position. Refer to the following link for an

excellent guide on integrative bargaining and crafting questions that identify

interests of the other party:

Integrative

or

Interest

-

Based

Bargaining

.

4.

Explain the possible impact of each question, including whether it would

improve the likelihood of success during the discussion(s) and how it would be

perceived. In other words, how will the questions be perceived? Will they seem

manipulative? Fair? Biase

d?

5-1 Discussion: Six Types of Power

For this assignment, develop four questions that could be asked of Alice Jones, senior

Netflix executive, during an upcoming negotiation session. This information should be

helpful in crafting an integrative bargaining proposal, i.e., a win-win situation that

increases the likelihood of reaching a mutually beneficial outcome.

In other words, it meets, as best as possible, the extrinsic and intrinsic interests of

both parties.

Specifically, you should keep these criteria in mind:

1. Create questions that will obtain information about Alice Jones' interests in the

bargaining session. They should cover all four categories: open, closed,

alternative, and leading, as defined below. Possible questions could explore

Alice Jones' short- and long-term career plans, personal interests, and any

personal challenges she may be facing. In other words, you are trying to

determine Alice Jones' zone of potential agreement (ZOPA) and her best

alternative to a negotiated agreement (BATNA).

o Open-Ended or Socratic Questions—Begin with who, what, when, where,

how, and why. Example: "Why aren't you taking some time off?"

o Closed Questions—Can be answered with "yes" or "no." Example: "Are you

ready to begin?"

o Alternative Questions—Offer the listener a choice with a few options.

Example: "Do you want to start the meeting at 3:00 or 4:00?"

o Leading Questions—Are aimed at soliciting a particular point of view.

Example: "The new vacation policy is very fair, don't you think?"

2. Make sure the parameters of your questions are within acceptable legal limits,

e.g., avoiding topics such as age, marital status, any disabilities, religion, race,

pregnancy-related questions. For legal advice, click on this Investopedia link: 8

Things Employers Aren't Allowed To Ask You. Click WCM 510 8 Things

Employers Aren't Allowed To Ask You (CC) for a captioned video.

3. Compare and contrast the value of each type of question and whether it will

advance an integrative bargaining position. Refer to the following link for an

excellent guide on integrative bargaining and crafting questions that identify

interests of the other party: Integrative or Interest-Based Bargaining.

4. Explain the possible impact of each question, including whether it would

improve the likelihood of success during the discussion(s) and how it would be

perceived. In other words, how will the questions be perceived? Will they seem

manipulative? Fair? Biased?