just need #4

Case Negotiation in Action-The Quad Sensor Project 5. L. Mantel, Jt. Consulting Project Dne Dogen, an experienced PM. was assipnod the poijoct of devignine and sening ep a production system foe an iscludrial inverumen. The inotrumbent wreld undoubedly be guite delicate. were incladed in the pooject. Production of cootainers capoble of mecting the specifications in lexs cane wert entside the expenence of the firm, bet one engincer in the cuntaincr proup had worked with this type of packape is a previous job. This engincer. the coetainer gesp Durieg the initial meetings en the project, which was cepanised as a weak matria. Dopen aled To Buher, masager of the Coteraiser Group. to assign Camm se the pojoct could week it out and entimuled that the desipa. Litricatice of prototypes, and tenting woeld require about 4 secks. The packape druga conld mot start until scueral shape puram: eters of the initrument had heen set and allisable shock laalings for the internal meshanives had hers desermined. cove De RAD group responsible for instrument desigh thought it would require abour 9 months of work before they could compleie specitications for the container. In additice bo the actual design, construction, and test woek. Gamm would have to meet periodically whih the imtrement design seam to kecp track of the project and to centelt on design optians froms the centainer vieupoint. It was cetimated that the enties project would require about 18 months. Seves moesth into the project, at a meeting with Dove Dogers, the senbe instrument design eagincer, Ricland Moncy. canully remarked "Say, Dave, I though Jeff Gamm was going to do the padkage for the Quad Sensor." 'He in, why?' Dogers trplised. "Well," said the enpinect, "Ganem hasa't heen coming to the decign team mestingr. He sid coese a conple of times at the dart of the project, but then young McCutchece dhownd ap saying that be would substituie for Camen and would becp him informed, 1 don't know if that will woek. That pockage is goeng to be pecrly ericiy to make:" Dogen was somewhat worried by the eers the engincer had given him. He webh of Gamm's office, as if by chasce, and asked, "How are things coming along? "I'm ap to my aeck. Dave," Gamm revponded. "We've had half a doxen majoe chasers oedend from Baker's office (V.P. Marketing) and Tab has given me the there loughest ones. T= behind, petting bethinder, and Baker is yeflists for the new cantainer desigen. I can't porvibly do the Quad Sen. sor packape unless I get some help-quick. It's an interesting problem and I'd like to tackle it, but I just can'L I ashed Tab to put McCencheos on it. He hase't mach experience, but he scoms bright," 7 see," said Degers. "Well, the Quad Sensar package may be a bit much for a bew man. Do you mind if I tall to Tab? Maybe I can pot you ond froek under some of the puesuare." "He my guest" said Ganim. The neat day Dogers met with Tab Baturi so drocuss the problem. Baturi seemed depecued. "T doa't kwow what we're supposed to do. No soover do I zel a package desiza set and tested than ! get a call chasging things. On the Ivans order, we even had production schedeles set. lad orderod the material, and had all the setrops figured eut. I'm amaxed they didn't wait till we had completed the run to aell us vo change everything." Baturi continued with sevral move esamples of chasgod priocities and assignmest. Me complained than he bad lost twe designers and was falling further and further behind. He concluded. "Dave. I know I said yos coold use Gamm for the Ouad Scasoor job, but I simgly can't cut him lonse. Ite's my mod peodactive person, and if anyrese cas get wis out from usder this atound here - if you can eall this teperating"mave screusd up that askal for this stape of the projoct. Hos job thar's nos critical at the mament. Sog, rill bet 1 cae tall a month Anderion owes me a frove." Terat, Dove, that will halp a lace and I awnociane the alt I know you underuand my problewe and yow low that I ander selease him for the amouat if bime yov've por allecand fie the Quad Sensot:" zot an idea. Cerwainer design is the hand protelea. The proGamme foe the container design. IVI we MoCunchoon for the Dick Monry. Batur thought a moncin. "Veah, that eepte as werk," he "Sare, f can arrange that," Dopers sal. if he is is lears anythine. Can your budper stand in? T'm avi sure." Dogens sail. 7 doo't neally lane any slock. is that accovet, hut "Never mind," incriped Baturi, "t can bury the abled deserves it Afur all, he caused our peuthlrme" Questions 1. What caicgories of ceeffict ascurred is this poujocr? 2. Ar what vage was the projoca? 3. What negutiatice iectusigues were uned hene? 4. How succesulfal were they