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    Analysis of a Negotiation Between Managers

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    Based on the exchanges between Andy and Tom two managers for the same firm show two different negotiation scenarios. What are the negotiation elements that are being demonstrated and the affect they are having on the negotiation.

    The attached is a simplified version of the problem at hand. My hope is to analysis a similar problem that has 5 different scenarios, with much more complexity. What ever help you can provide it is much appreciated. thank you.

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    I hope this is helpful.
    I analyzed this using the Basic Negotiations Pfizer PGRD short course publication regarding Negotiation strategy and elements with regard to mutual gains and positional bargaining positions in a negotiation.

    I hope I have illustrated the elements clearly.

    1. Based on the exchanges between Andy and Tom two managers for the same firm show two different negotiation scenarios. What are the negotiation elements that are being demonstrated and the affect they are having on the negotiation.
    2. Provides an overall assessment of the processes and outcomes of the two scenarios that addresses the approach used, strengths, weaknesses, keychoices made, evidence of any pitfalls, and suggestions for future negotiations between the two of them.
    Scenario A shows some attempts at tactical negotiation, The diffusion of the emotion is a good example of how to get back on track toward a mutual gains outcome. However, the full exploration of the best possibilities seems to have been lost as the tactical negotiator through chagrin seems to have lost his position and leaves with what is offered. This result, seems like further exploration will be necessary to find what is really best to support the company assets required for the completion of the job.
    Scenario B is the better example of a mutual gains negotiation with exploration of the benefits, using high communication-investigative listening, we see framing and re-framing, and distillation from emotion in this scenario. I also see some invention of options for mutual gain in this example.
    Scenario A
    Scenario Element(s) of Negotiation
    Andy: Good morning, Tom. Let's get started. I propose that we cut the editorial cell phone and travel budgets by $35,000 each and the sales cell phone and travel budgets by $65,000 each.
    Mutual Gains Negotiation substance of the agreement is paramount-Entry and framing-this manger seems prepared going in
    Tom: Hello, Andy. I'm ready, too, and I look forward to working with you to reach an agreement that works for my sales staff and your editorial staff as well.
    Relationship with other parties seems paramount to this manager-perhaps going with mutual gains
    Andy: Let's just dive right into it. I have a question for you: Do you anticipate an increase in your travel needs in the coming fiscal year?
    Mutual gains -listening asking leading questions-Exploration
    Tom (handing over a document): Well, I think we'll probably increase sales travel by about ...

    Solution Summary

    The solution fills in the given table of exchanges with the analysis beside each exchange, done in accordance with the Basic Negotiations Pfizer PGRD publication. Each box contains a sentence to a short paragraph of information.

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