Week 4 Assignment

What are the objectives of both parties in the exchanges? Both parties in these exchanges want to obtain the best accounts available for their teams to maximize profit for the company, and also for their staff. They both want to get their points across while looking out for their teams’ best interest. Based on the exchange, it seems that Marilyn prefers sharing the accounts rather than being left with the small ones, while Len would like to work on accounts that will generate more money.

How would you describe the general "tone" of the exchanges? The tone of the exchanges seems to be slightly aggressive between Marilyn and Len. In the first exchange, it almost seems like Len’s tone is a little threatening and Marilyn’s tone is defensive in response to this. She also seems to be worried that she’ll be stuck with the smaller, less productive accounts that Len is trying to push on her.

Were Marilyn's objectives on the way to being effectuated in the first exchange? No, I feel that Marilyn started off well but then allowed Len’s aggression to get the best of her. She became more defensive while countering each of Len’s comments, which caused her to lose sight of the points she had to present in this negotiation. If this would have continued in this manner, Marilyn will not get her point across. Len had her backed into a corner, and Marilyn’s defensiveness was ineffective, since it wasn’t able to turn the negotiation in her favor.

Were Len's objectives on the way to being effectuated in the first exchange? Yes, I feel that Len’s objectives were moving towards being effectuated because he was successful in diverting the conversation. He was able to divert Marilyn’s aims by accusing her of becoming upset in their conversation. He further gives his views authority by telling her that he has the approval of the boss, who supports his decision.

What do you project the outcome of the first exchange to be? I think that the outcome of the first exchange would have been 90% in Len’s favor and Marilyn would have maybe been 10% satisfied. Len was using almost any tactic he could in order to get his way which was not allowing Marilyn to argue her part of the negotiation. It was more or less a no win situation for her.

Were Len's objectives on the way to being effectuated in the second exchange? Yes, Marilyn was able to stand her ground and argue her points in this negotiation. She wasn’t allowing Len the opportunity to “guilt” or “bully” her.

Were Len's objectives on the way to being effectuated in the second exchange? Yes. Len was being heard and his points were getting across in the second exchange.