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Conflict Resolution

In: Business and Management

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Case Discussion Questions
1. How would you assess whether or not you should negotiate? Identify the factors you would consider and the overall rule you would apply.
Ans. First of all, I will do the analysis of the whole situation as follows:

It is clear from the above situation analysis that I should at least go for negotiation because benefits are much more than that of shortcomings. Therefore, I will go for negotiation.
2. What factors can you readily identify that will affect your negotiation options and outcomes?
Ans. Whenever, negotiations are done. Its two different parties coming on to table for getting the best for themselves out of the process. In this case, multiple factors that affect negotiating options and outcomes are:
• Is the retailer willing to negotiate on price?
• How big the retailer is?
• Other buying options available in the market for the retailer.
• Attitude of the retailer and his approach towards me.
• My own strengths and weaknesses during negotiations.
• My own willingness to negotiate.
• Our perceptions about each other.
• The setting in which we are negotiating.
• Goals of both parties.
• My fear about threats of my production stoppage and storage issue.
• Facts and circumstances as I am having bad time at the business.
• Personality and temperament of both parties
• Way of thinking of both parties
• Style of communication I and the retailer will use.
• Our approach to conflict
• Our past experiences we had while negotiating in same circumstances.

3. What unconscious factors might also affect your negotiation performance?
Ans. Unconscious factors may affect negotiation performance are:

However, our human interaction is affected by who we are and with whomwe interact. Personality and temperament, values and beliefs, perception, attitudes,

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