Class discussion questions
Q1. Reflecting on Chapter 7(9e): How can feedback be used strategically?
Q2. Reflecting on Chapter 8 (9e) and Reading 2.8(7 edition): How do you acquire legitimate power generally speaking? How might it apply in your work sector? Has charismatic power ever impacted you?
Exercise 40: Strategic Moves and Turns- (7th edition)
This exercise can be done independently. This exercise involves two short vignettes about negotiation situations within organizations. In each situation, the protagonist has a challenging negotiation that involves getting the other person to negotiate seriously. In the first one, a health care agency director is negotiating with her CEO for a promotion. In the second one, a pharmaceutical company executive is negotiating with an executive from a partner company about a joint venture in South America. Both situations involve challenges associated with overcoming resistance and getting one’s proposals heard.
Q3. Exercise 40:
Vignette 1: How can Cynthia make her value visible? How can she raise the costs of the status quo? What allies can she enlist and how could they help?
Vignette 2: What is Marjorie’s version of the situation? What moves can Marjorie anticipate? How should she turn them?
BOOKS:
-Negotiation, 9th Edition 2024 ISBN10: 126560875X | By Roy Lewicki, David Saunders and Bruce Barry
-Negotiation: Readings, Exercises, and Cases, 7th Edition 2015 ISBN 10: 0077862422 | By Roy Lewicki, Bruce Barry and David Saunders
