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Assume that you own and operate a business. Your production this year was based on prior years' experience. You have been left, how-ever, with 100,000 unsold units on hand. You have been selling your product at $5 each and expected the same price for these 100,000 units. You have exhausted all avenues you can think of for disposing of your excess product. You do not have the storage capacity for keeping these units in inventory while you continue production. This morning a giant retail organization contacted you urgently seeking the type of product you produce to fill deficits in their supply. They offer to pay you $3 per unit.
Since your goal is to learn how to identify key personality characteristics when interacting in live situations, rather than presenting a written case here, you are asked to tune into a television program or movie for a live case. Watch for ten to fifteen minutes. You may also recall an experience or a vignette from memory. Try to identify in each characteristics studied in this chapter as can.
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The response provides you a structured explanation of conflict resolution, negotiation, and people. It also gives you the relevant references.
The production plan according to historical data is wrong and 100,000 unsold units are left on hand. There is no storage capacity and there is no buyer known to you for the unsold units. You would have normally sold these at $500,000 but the retailer is offering $300,000. Even though you are getting $200,000 less for your excess production, your entire inventory is getting sold(1). You will not incur any inventory carrying ...
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