Please refer to reference for the exercises below: http://www.wikisummaries.org/wiki/Getting_to_Yes

 

 

Part 1

Ken is the produce manager at saying way a large Supermarket that is part of a national chain. After completing a few management courses offered by his employer, as well as five years of service at the supermarket, he is up for a promotion to assistant manager. He is about to negotiate his new salary in the terms of his new position. He wants to be promoted to the assistant manager position because it pays more and requires a greater variety of responsibilities. He wants a raise of at least $5,000 because 1) He needs the money, too. 2) He thinks the job requires more work, responsibility, and headaches, so it should pay more, 3. He's heard a rumor that Wayne, who held this position before relocating to another store, was paid $5,000 more than cans current or salary; and 4. He thinks he deserves it.

 

He is 28 years old and has a bachelor's degree in English literature. He always had an interest in going back to school and getting a master's degree (although he's not sure what subject to pursue). Money has been an obstacle to a graduate-level education. His only source of funds is what he makes as sane wait, and he really doesn't want and can't afford to take out any more loans. Ken lives in a modest but comfortable studio apartment with his fat cat, Margo. The apartment is at least 45 minutes away by car from the saying waste or where he is currently working, there is no easily accessible public transportation. He has recently traded in his beat-up Volkswagen Bug for a new Toyota pickup truck.

 

Identify the relevant parties: if you are The Negotiator in the person you are dealing with directly as the counterpart please identify the names of others who may be significantly affected by the outcome of this negotiation.

Start with the people on your side who may care about the outcome, these parties would be identified as to constituents friends family boss and others.

Next identify people that would be on the counterpart side who may care about the outcome and identify their constituents friends, family, boss, and others.

 

Now clarify the interest of yourself what you care about both personally and then from a business perspective?

 

Clarify what the counterpart would be concerned about if you were to place yourself in their shoes to think from their perspective both personally and then from a business perspective?

 

 

Next clarify any interest at any other parties would be concerned about that may be significantly affected

 

Next list more important interests for yourself and your counterpart that you would identify with. For each of them asked yourself why and for what purpose period if you discover deeper interest identified those separately. Then try to rate the interest by allocating a hundred points among them in proportion to their relative importance.

 

Part 2

 

 

Liz is a regional manager with wholesale foods, a large and growing National produce distributor. She is responsible for managing relationships with suppliers, most small farmers in the states, as well as customers of wholesale foods, range from small Corner Grocer's to the stores of the largest regional supermarket chain. One of the suppliers with whom she must negotiate is Terry, the owner of a small fruit Orchard in the northeast corner of the state.

 

As a manager of a large territory, Liz has to worry about her profitability, which in turn is a function of the price at which she buys and sells produce. But her profitability is also affected by the amount of effort it takes her to get the produce to the market and how much she has to spend to overcome glitches in her delivery system. For example, if a farmer is late with his deliveries, Liz has to spend money to did produce from somewhere else, usually at a higher price, to meet her obligations to her customers; or if a farmer delivers fruit in bulk, Liz has to spend money to create it properly. Similarly, her probability is related to the price she can get for the produce from her customers. And she can develop a reputation for being a source of "quality" produce, she can get an extra few cents per pound over average market prices, which rapper Lees adds up to Big profits. To manage some of these risk, lesbian teens a small Fleet of closed-bed trucks capable of traveling around the state and employees a few more workers than are absolutely necessary in her warehouses.

 

Terry is his own boss, running a farm that has been in his family for three generations. Over his lifetime he has seen the farm experiment with a number of different crops, but at a significant risk: a bad Harvest with a supposedly improved strain of one of his traditional crops could wipe him out. Similarily, the risk of planting something different and not being able to sell it at a good price could mean not being able to pay off the seasons dance at Harvest Time, which in turn would mean not being able to buy needed stocks and supplies at planting time. Terry has one open-bed pick up truck he uses to bring in supplies and deliver fruit. He hires only seasonal help, at planting and harvesting times.

Each year, Liz anterior get together and discuss terms: quantities and prices for his fruit, the dates on which delivery should be made, how the fruit will be crated, ect. Although they get along, Liz has the sense that there is more they could do that would be mutually profitable.

 

I. Establish what would be your interest possible options and what would be their (Terry) interests.

 

II. Consider ways to combined skills and resources to satisfy the interests on both sides. Do this by establishing for yourself a list of inventory of skills and resources, a list of combined similar resources to produce value, and combined different resources to produce value. Then do the same from the perspective of Terry.

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Status NEW Posted 24 Jul 2017 02:07 PM My Price 10.00

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