John is an office manager at the law firm Janis, Barry, & Thompson. He has been...
Fantastic news! We've Found the answer you've been seeking!
Question:
Transcribed Image Text:
John is an office manager at the law firm Janis, Barry, & Thompson. He has been with the firm for 20 years. Gina is a sales representative for Banks Hadley, a B2B office supply chain. She has been with Banks Hadley for 2 years. dreamst ime John has been tasked to save money on office supplies and consumables for 2023/2024. The law firm must tighten their belt due to handling less cases in 2022 and 2023. John normally works with Dave from Office Barn every year. Janis, Barry, & Thompson has an account established with Office Barn and they are able to pay as they go on the company credit card. John and Dave have become good friends; they even go golfing together. John met with Dave last week to see if he had some wiggle room on his usual order and was offered a 6% discount. John happily brought that savings back to the partners of the law firm. The partners told him that he needed to do better since the firm was simply tightening their belt. He walked out of their meeting with his head hung low, and grumbled all the way back to his office. Gina just hung up the phone with John from Janis, Barry, & Thompson. She has a meeting with him tomorrow. She was excited but cautious. In her mind, John sounded rushed, monotone, and gruff on the phone. She decided to stay late at work to get the emailed quote list from John. She wanted to make sure she did sufficient prep for their meeting. She could blow off happy hour with her friends, since this could be a huge account for her. John met Gina in the lobby of Janis, Barry, & Thompson. In the hallway he reminded her that he didn't have a lot of time for this meeting since it was last minute. They went to the conference room to chat. Gina happily gave a 15-minute professional sales presentation (using the emailed quote list from John) and explained that she was able to give a 10% discount if they signed a contract and paid for 50% of their products in advance. John said that he would need an account set up and would need the ability to use the company credit card. Gina said she would be happy to discuss that with her finance department. John told Gina that he needed to discuss this with the partners and that they would be in touch. As John walked back to his office, he thought Gina gave them a decent deal. But he's leaning toward Dave still. There has to be a way he can help Dave win this business. John said to himself "She just doesn't seem experienced enough to handle my orders. I can't imagine working with her. I am used to Dave." As Gina walked to her car she thought "Yikes, that guy was crusty. I gave him the best offer in town. What more could he want? Ugh, I hope everyone in that office isn't like him. I may not want to deal with him as a client." Questions: 1) Can you frame this situation? Use the frames in the book to help answer this question. There can be multiple frames. 2) What is your perception of John? Gina? 3) What are their perceptions of each other? (think perceptual distortion) Is there a cognitive bias? Explain. 4) What was communicated during the negotiation? Any mood or emotion here? 5) What do you think is going to happen? Is there a win/win anywhere here? A win/lose? John is an office manager at the law firm Janis, Barry, & Thompson. He has been with the firm for 20 years. Gina is a sales representative for Banks Hadley, a B2B office supply chain. She has been with Banks Hadley for 2 years. dreamst ime John has been tasked to save money on office supplies and consumables for 2023/2024. The law firm must tighten their belt due to handling less cases in 2022 and 2023. John normally works with Dave from Office Barn every year. Janis, Barry, & Thompson has an account established with Office Barn and they are able to pay as they go on the company credit card. John and Dave have become good friends; they even go golfing together. John met with Dave last week to see if he had some wiggle room on his usual order and was offered a 6% discount. John happily brought that savings back to the partners of the law firm. The partners told him that he needed to do better since the firm was simply tightening their belt. He walked out of their meeting with his head hung low, and grumbled all the way back to his office. Gina just hung up the phone with John from Janis, Barry, & Thompson. She has a meeting with him tomorrow. She was excited but cautious. In her mind, John sounded rushed, monotone, and gruff on the phone. She decided to stay late at work to get the emailed quote list from John. She wanted to make sure she did sufficient prep for their meeting. She could blow off happy hour with her friends, since this could be a huge account for her. John met Gina in the lobby of Janis, Barry, & Thompson. In the hallway he reminded her that he didn't have a lot of time for this meeting since it was last minute. They went to the conference room to chat. Gina happily gave a 15-minute professional sales presentation (using the emailed quote list from John) and explained that she was able to give a 10% discount if they signed a contract and paid for 50% of their products in advance. John said that he would need an account set up and would need the ability to use the company credit card. Gina said she would be happy to discuss that with her finance department. John told Gina that he needed to discuss this with the partners and that they would be in touch. As John walked back to his office, he thought Gina gave them a decent deal. But he's leaning toward Dave still. There has to be a way he can help Dave win this business. John said to himself "She just doesn't seem experienced enough to handle my orders. I can't imagine working with her. I am used to Dave." As Gina walked to her car she thought "Yikes, that guy was crusty. I gave him the best offer in town. What more could he want? Ugh, I hope everyone in that office isn't like him. I may not want to deal with him as a client." Questions: 1) Can you frame this situation? Use the frames in the book to help answer this question. There can be multiple frames. 2) What is your perception of John? Gina? 3) What are their perceptions of each other? (think perceptual distortion) Is there a cognitive bias? Explain. 4) What was communicated during the negotiation? Any mood or emotion here? 5) What do you think is going to happen? Is there a win/win anywhere here? A win/lose?
Expert Answer:
Answer rating: 100% (QA)
1 The situation can be framed using the following frames a Organizational frame This frame focuses on the context of the negotiation within the organizations involved In this case it involves Janis Ba... View the full answer
Related Book For
South-Western Federal Taxation 2018 Comprehensive
ISBN: 9781337386005
41st Edition
Authors: David M. Maloney, William H. Hoffman, Jr., William A. Raabe, James C. Young
Posted Date:
Students also viewed these marketing questions
-
4. [10 marks] Mr. Pythagoras is starting up a new business. His estimates of next year sales, variable costs and fixed costs are as follows: Sales Variable costs Fixed costs $500,000 40% of sales...
-
Thompson Packaging is a family-run business based in Rhode Island. Thompson Packaging specializes in the production of customized packaging materials for manufacturers, in particular the jewelry...
-
Emma Nguyen from EFP Copiers Victoria (EFP) has a meeting today with the office manager at the law firm Davies and Singh Partnership (D&S). D&S explained to Emma that they are still working...
-
STEELCO manufactures two types of steel (steel 1 and steel 2) at two locations (plant 1 and plant 2). Three resources are needed to manufacture a ton of steel: iron, coal, and blast furnace time. The...
-
Write the inequality whose graph is the half-plane above and on the line through (2, - 1) and (6, 8.6).
-
Kao Tiles, Inc. is a specialized producer of ceramic tiles. Its production process involves highly skilled workers and top-quality ceramic craftsmen. Work in Process is relatively large because each...
-
The steel bar AB of the frame is assumed to be pin connected at its ends for \(y-y\) axis buckling. If \(P=18 \mathrm{kN}\), determine the factor of safety with respect to buckling. Take...
-
Diaz Company owns a milling machine that cost $250,000 and has accumulated depreciation of $182,000. Prepare the entry to record the disposal of the milling machine on January 3 under each of the...
-
A $400,000 mortgage amortized over 25 years with monthly payments at an interest rate of 6% compounded semi-annually). Suppose you made a double up payment every six months in other words every six...
-
Capstone Case: Sunrise Bakery Expansion The Sunrise Bakery Corporation was originally founded in Houston, TX in 1991 by Griffin Harris, who currently serves as the company's Chief Executive Officer....
-
Consider a silver atom in a Stern-Gerlach beam splitter that distinguishes between S, = /2 and S = -/2. This atom is immersed in an inhomogeneous magnetic field with B = x (@B/dx), dB/ax being...
-
What are the different types of designs embedded in the Solomon N-group design?
-
Is the single-case approach as "powerful" as a traditional or classical experimental design?
-
Which factor best justifies the five-year forecast horizon for Omikroon selected by Fromm? A. Factor 1 B. Factor 2 C. Factor 3 Gertrude Fromm is a transportation sector analyst at Tucana Investments....
-
What are some of the general threats to internal validity of this design? Why?
-
Discuss some applications for which the single case approach is best suited.
-
Calculate the Goodwill in the following case under average profit method. Goodwill should be calculated based on 3 years' purchase of average profit. Profits for Year 1 - $50,000 Profits for Year 2...
-
Charles owns an office building and land that are used in his trade or business. The office building and land were acquired in 1978 for $800,000 and $100,000, respectively. During the current year,...
-
Clint, a self-employed engineering consultant, is contemplating purchasing an old building for renovation. After the work is completed, Clint plans to rent out two thirds of the floor space to...
-
John, an engineer, operates a separate business that he acquired eight years ago. If he participates 85 hours in the business and it incurs a loss of $34,000, under what circumstances can John claim...
-
What are the similarities between the crop method used for farming and the completed contract method used for long-term construction?
-
Nan-Clean is a newly developed cleaning liquid for milk bottles that uses special enzymes to remove dirt effectively. Nan-Clean has been positioned as a product that is made of natural ingredients...
-
How does laddering as a technique help in qualitative research?
-
We used an example of going to the Esri Tapestry Segmentation website for an Active Learning exercise. Go to those instructions. Enter your residence ZIP code and describe the inhabitants in terms of...
Study smarter with the SolutionInn App