What would be each party’s negotiation process? What will be each party’s BATNA? What are the essential techniques and strategies in the context of negotiation? Explain in detail.

Understanding Business
12th Edition
ISBN:9781259929434
Author:William Nickels
Publisher:William Nickels
Chapter1: Taking Risks And Making Profits Within The Dynamic Business Environment
Section: Chapter Questions
Problem 1CE
icon
Related questions
icon
Concept explainers
Topic Video
Question

Diana are currently employed as full-time supervisor at a wealth management company in Kuala Lumpur, and she want to negotiate with the head manager, Mrs. Janice to work flexible hours from home on long term bases due to her condition which have previously miscarriage for two times. She is worried about her current pregnancy which just entered the second month. She and her husband has been waiting to conceive for more than 4 years. However, Diana want to implement this flexible hour (work remotely) to everyone in the company.

Diana want to work remotely because she is now having to take care of herself as according to the doctor, she is so fragile at the early of her pregnancy. She must reduce her steps to make sure no bleeding could happen. Since she was on work from home mode for the last month as she is given bed rest by the doctor, she seems to prefer working in such condition.

Diana found that working remotely gave her the flexibility and was able to concentrate a lot more compared to working in the office. Besides, she needs to drive about one and half hour every morning and going through traffic which eventually she will feel tired by the time she reached her office. Diana proved that she achieved and completed a lot of work from home which it the sign of increase in her productivity. In the past four weeks, sales increased by 9.5% and customers complaints decreased by 10.3%.

Diana understand that she may have to deal with Mrs. Janice who have more power due to Mrs. Janice position in the company. The decision will be made by Mrs. Janice judgment towards her request.

Suggest the best answer for the following questions if you are Diana and Mrs. Janice. Answers must be in paragraphs, not in point form.

QUESTIONS

  1. What would be each party’s negotiation process?
  2. What will be each party’s BATNA?
  3. What are the essential techniques and strategies in the context of negotiation? Explain in detail.
  4. What would be the objections for each party involved in the scenarios? (Explain minimum five objections).
  5. What strategies would you utilize to overcome the objections knowing his personality type? Give examples.
  6. Why is it important to negotiate with a sense of benefits for your negotiating partner?
  7. What strategies will you utilize to achieve effectiveness, efficiency, and negotiating climate? What negotiation strategies and tools would you utilize to avoid failure? Explain in detail.
Expert Solution
trending now

Trending now

This is a popular solution!

steps

Step by step

Solved in 5 steps

Blurred answer
Knowledge Booster
Inventory management
Learn more about
Need a deep-dive on the concept behind this application? Look no further. Learn more about this topic, management and related others by exploring similar questions and additional content below.
Similar questions
  • SEE MORE QUESTIONS
Recommended textbooks for you
Understanding Business
Understanding Business
Management
ISBN:
9781259929434
Author:
William Nickels
Publisher:
McGraw-Hill Education
Management (14th Edition)
Management (14th Edition)
Management
ISBN:
9780134527604
Author:
Stephen P. Robbins, Mary A. Coulter
Publisher:
PEARSON
Spreadsheet Modeling & Decision Analysis: A Pract…
Spreadsheet Modeling & Decision Analysis: A Pract…
Management
ISBN:
9781305947412
Author:
Cliff Ragsdale
Publisher:
Cengage Learning
Management Information Systems: Managing The Digi…
Management Information Systems: Managing The Digi…
Management
ISBN:
9780135191798
Author:
Kenneth C. Laudon, Jane P. Laudon
Publisher:
PEARSON
Business Essentials (12th Edition) (What's New in…
Business Essentials (12th Edition) (What's New in…
Management
ISBN:
9780134728391
Author:
Ronald J. Ebert, Ricky W. Griffin
Publisher:
PEARSON
Fundamentals of Management (10th Edition)
Fundamentals of Management (10th Edition)
Management
ISBN:
9780134237473
Author:
Stephen P. Robbins, Mary A. Coulter, David A. De Cenzo
Publisher:
PEARSON