Case 1 Communicating Effectively in Negotiations

Background:

Jack asked, How is the Southwestern project coming along? Ms. Lee said, I need to talk to you about that. I dont want to hear any excuses, just get this project done, Jack yelled to Wei Lee. Ms. Lee said, Fine. I quit. Do it yourself. Ms. Lee is the senior project manager and is in charge of completing a customized training program for the firms largest client. Jack was hired from the outside just two months ago as vice president of training. Ms. Lee believes that her credentials are more appropriate and impressive

than are Jacks. Ms. Lee expected the job. She has no alternatives lined up. Jack has already earned a reputation for being harsh in a place where people formerly enjoyed working. The particular project in question includes extensive material/course manual preparation as well as classroom sessions. Before the interruption, Ms. Lee was attempting to communicate to Jack that the client had requested a significant variation from what was originally contracted. The good news that Ms. Lee had to share was that the

client had agreed to double the fee.

Case Questions:

Question 1:

Where the rules for effective listening and speaking were broken by Jack? What steps will you recommend for the same situation and why?

Question 2:

How well has Wei handled this conflict? Can you suggest any alternative actions that would have been consistent with good practices?

Question 3:

If you learned that Jack dislikes female professionals, what additional insight does that provide regarding communication difficulties between him and Ms. Lee? What might you suggest to Jack?