Directions: Select one of the two question sets below to
answer. Your response to the questions
should be at least 2-3 pages in the APA Writing Style Author-Date format. If
you refer to any parts of the textbook, sources from other texts, movies, or
internet sources, you must cite them.
This document must be submitted in Microsoft Word. It is also going to be checked for plagiarism
using Turnitin. If your paper has a
Turnitin score of 10% or greater, please immediately look at what Turnitin
believes might be citation or sourcing issues and correct them. If there is a problem or you believe Turnitin
is incorrectly attributing some of your work, please contact me before the
paper is due so we can check it together.
TEXTBOOK: NEGOTIATION
8TH EDITIONΒ
ISBN: 978-1-260-04364-8
Lewicki, Roy J, David M. Saunders, Bruce Barry, and Roy J.
Lewicki. Negotiation. Boston, Mass: McGraw-Hill Irwin, 2006. Print.
Scenario: You are a
project manager at a medium-sized company that produces a variety of house
appliance products. You have been working with a group of engineers and
designers in creating a new toaster oven. The product is ready to be marketed,
and the company seems to be extremely anxious to begin production. How
ever,
when you approached the head of production to start making plans, you are told
that your work will be delayed for at least a year. According to them, you
should have notified them weeks earlier because other products have already
been scheduled for marketing. Also, some of the production equipment will have
to be refitted, and the process will take three months. You insisted on
beginning production immediately, but the head of production refused to begin
before a year has passed. You and the head of production had a very heated
exchange, after which you went to the Chief Executive Officer (CEO). She
informed you that she wants you to work out the problems and that the first
product needs to roll off the line in six months.
Set 1: Discuss the negotiation strategies based on our text.
Describe in specific detail how you would approach the negotiation using these
strategies. Include what concessions you would be willing to make, if any, to
reach the goal the CEO set for you. (40 pts)
Β· What are the most
significant obstacles to your success in this negotiation? Why? (20 pts).
Β· Which strategy is
most likely to lead to success? Why? (15 pts)
Β· Which strategy is
least likely to succeed? Why? (15 pts)