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12 Journal BATNA Case Study Joe There shpetim Super Cup the top bow Journal: Case Study - Keeping Up Appearances Bill and Rachel are both ways in the more research department at Bravo ne stoly vowed as a top perfoner Objectively, his work good, but ways to Whendeid www.ches be so tough notato condent to the port of erogant Hekes town and win big Hasund of stepping on one stoes and lives by the metoder to beg synes than to ask permission Rachells bright sidhard working, however she shound and generaty has low selsteem Shoces promote ar putere compliments and storeles on thes to notice the good work does she has a very difficult time standing up for her wuch oftests in others taking care of her Bill and Rachel have recently been assigned to work together on what is the potential to be a highly visible project. The project moves dong a lot of research writing suport and presenting the riding to the correctives They just she meeting to lay out of wood and establish a plan for ne project in the meang, Batod Rachel that it can do the research and off the report and he will make the presentation when Rachel suggested they work together on the rochond panty make the presentation Bertold heat she words to do the sand droff the recoit because she is the at that sort of thing while he needs to make the presentation becase of copies on su But mooting satted That he was won yot again and believes that since the wil being the presentoon be wit out the majority of the core proct This is mortant to hun because the Ivand there will be an opening in the future for a sor analyst He wants the promotion and thinks the visibly of this proct will make a shoo in for the Rachel to the mouting on to and put upon bow what she can do about itWhat the son of the bestappened to her the past ses especially upset this time because sheh board there will soon be an opening for a senior analyst and she is very interested in the postion Shands to revist and pointe her and sises and responses but sure what to do or say Rachel Guides she needs to have a negotiation plan betere they meet ***End of Case Study Source Interpersonal skills in Organizations by Sanne Dejanatz Karon o Dowd and Ben 2 Schroder McQ Al Hoher Education Step 2: Writing in the Journal Instructions: In order to the following questions, you need to look at Four steps in Negotiation in this week's PowerPoint Copy the following questions. Click on the title link above to go into the Journal Chok Create Journal Entry Paste the questions to the sun insert your answers to the question NO ATTACHMENTS: Weito doctly into the journal 01. Reflect: Is B. behaving ethically support your answer in 2 to 3 sentences SALAM ***End of Case Study** Source interpersonal skills in Organizations by Suzanne Dolanese, Karen Dowd and teen 2 Schneider McGraw Higher Education Step 2: Writing in the Journal. Instructions in order to the following questions, you need to look at Four Steps in Negotiation in this Week's PowerPoint Copy the owing questions click on the the tnk above to go to the Wound Cock Crome Journal Entry Plaste the questes into the Journal Insert your answers after the questions NO ATTACHMENTS: Wito directly into the Journal 1. Reflect is bill behaving ethically support your answer in 2 to 3 sentences 02. What is more important in Rachel's repotiations: Relationship or Outcome or Botiv Defend your answer in 2 to 3 sentences. Hint: see table in PowerPoint os. Based on your answer in 02, which of the following tactic() should Rachel and HOW will she use it Collaborato, compete, Accommodate, Avold Defend your answer in 2 to 3 sentences 04. Imagine the following plan for Rachel as she plans her negotiation without A What is her IDEAL outcome? What is her bottom line outcome? 25. What Persuasive approach should Rachel use to appear to be credible and persuasive? (Hint: * PowerPoint Step 4 (Persuasion for the the list of persuasive techniques) Example: (Expert, trustworthy, etc.) Grading Criteria: Worth up to 20 points 4 points per question Spelling and punctuvion Alter 2 etfors, pour deducted peronto This is a private journal. Only you and your instructor can see what you write 8) W12 Journal BATNA Case Study Journal Instructions: There are 2 steps to this Journal Step 1: Read eis Case Study - Keeping Up Appearances. Then go to Stop 2 below. Journal: Case Study - Keeping Up Appearances Bill and Rachel are both analysts in the market research department at Bravo Inc. Bill is generally viewed as a top performer. Objectively, his work is good, but he really excels at self-promotion. When dealing with others, he is a tough negotiator, confident to the point of being arrogant, He likes to win and win big. He is unafraid of stepping on anyone's toes and lives by the motto that it is easier to beg forgiveness than to ask permission Rachel is bright and hard-working: however, she is also timid and generally has low self-esteem. She doesn't promote or publicize her accomplishments and instead relies on others to notice the good work she does. She has a very difficult time standing up for herself, which often results in others taking advantage of her Bill and Rachel have recently been assigned to work together on what has the potential to be a highly visible project. The project involves doing a lot of research, writing a report and presenting the findings to the senior executives. They just finished meeting to lay out the tasks involved and establish a plan for the project in their meeting, Bill told Rachel that she can do the research and draft the report, and he will make the presentation. When Rachel suggested they work together on the research and jointly make the presentation, Bill told her that she needs to do the research and draft the report because she is better at "that sort of thing," while he needs to make the presentation because of his superior presentation skills Bill left the meeting satisfied that he was won yet again and believes that since he will be making the presentation, he will get the majority of the credit for the project. This is important to him because he has heard there will be an opening in the future for a senior analyst. He wants the promotion and thinks the visibility of this project will make him a shoo-in for the job. Rachel left their meeting feeling resentful and put upon but doesn't know what she can do about it. While this sort of thing has happened to her in the past, she is especially upset this time because she has heard there will soon be an opening for a senior analyst and she is very interested in the position she needs to revisit and negotiate her and Bil's roles and responsibilities, but isn't sure what to do or say. Rachel decides she needs to have a negotiation plan before they moet ***End of Case Study" Source: Interpersonal skills in Organizations by Suzanne C. De Janasz, Karen O. Dowd and Beth Z. Schneider, McGraw Hill Higher Education Step 2: Writing in the Journal. Instructions: In order to the following questions, you need to look at Four Steps in Negotiation in this Week's PowerPoint. Copy the following 5 questions. Click on the title link above to go into the Journal. Click Create Journal Entry, Paste the questions into the Journal. Insert your answers after the questions. NO ATTACHMENTS: Write directly into the Journal Q1. Reflect: Is Bill behaving ethically? Support your answer in 2 to 3 sentences. Q2. What is more important in Rachel's negotiations: Relationship or Outcome or Both? Defend your answer in 2 to 3 sentences. Hint: see table in PowerPoint Q3. Based on your answer in Q2, which of the following tactic(s) should Rachel use and How will she use it? Collaborate, Compete, Accommodate, Avoid. Defend your answer in 2 to 3 sentences. Q4. Imagine the following plan for Rachel as she plans her negotiation with Bill: A What is her IDEAL outcome? B. What is her bottom line outcome? Q5. What Persuasive approach should Rachel use to appear to be credible and persuasive? (Hint: see PowerPoint Step 4 (Persuasion) for the the list of persuasive techniques) Example: (Expert, trustworthy, etc.) Grading Criteria: Worth up to 20 points: 4 points per question. Spelling and punctuation: After 2 errors, 1 point deducted per error. This is a private journal. Only you and your instructor can see what you write. 12 Journal BATNA Case Study Joe There shpetim Super Cup the top bow Journal: Case Study - Keeping Up Appearances Bill and Rachel are both ways in the more research department at Bravo ne stoly vowed as a top perfoner Objectively, his work good, but ways to Whendeid www.ches be so tough notato condent to the port of erogant Hekes town and win big Hasund of stepping on one stoes and lives by the metoder to beg synes than to ask permission Rachells bright sidhard working, however she shound and generaty has low selsteem Shoces promote ar putere compliments and storeles on thes to notice the good work does she has a very difficult time standing up for her wuch oftests in others taking care of her Bill and Rachel have recently been assigned to work together on what is the potential to be a highly visible project. The project moves dong a lot of research writing suport and presenting the riding to the correctives They just she meeting to lay out of wood and establish a plan for ne project in the meang, Batod Rachel that it can do the research and off the report and he will make the presentation when Rachel suggested they work together on the rochond panty make the presentation Bertold heat she words to do the sand droff the recoit because she is the at that sort of thing while he needs to make the presentation becase of copies on su But mooting satted That he was won yot again and believes that since the wil being the presentoon be wit out the majority of the core proct This is mortant to hun because the Ivand there will be an opening in the future for a sor analyst He wants the promotion and thinks the visibly of this proct will make a shoo in for the Rachel to the mouting on to and put upon bow what she can do about itWhat the son of the bestappened to her the past ses especially upset this time because sheh board there will soon be an opening for a senior analyst and she is very interested in the postion Shands to revist and pointe her and sises and responses but sure what to do or say Rachel Guides she needs to have a negotiation plan betere they meet ***End of Case Study Source Interpersonal skills in Organizations by Sanne Dejanatz Karon o Dowd and Ben 2 Schroder McQ Al Hoher Education Step 2: Writing in the Journal Instructions: In order to the following questions, you need to look at Four steps in Negotiation in this week's PowerPoint Copy the following questions. Click on the title link above to go into the Journal Chok Create Journal Entry Paste the questions to the sun insert your answers to the question NO ATTACHMENTS: Weito doctly into the journal 01. Reflect: Is B. behaving ethically support your answer in 2 to 3 sentences SALAM ***End of Case Study** Source interpersonal skills in Organizations by Suzanne Dolanese, Karen Dowd and teen 2 Schneider McGraw Higher Education Step 2: Writing in the Journal. Instructions in order to the following questions, you need to look at Four Steps in Negotiation in this Week's PowerPoint Copy the owing questions click on the the tnk above to go to the Wound Cock Crome Journal Entry Plaste the questes into the Journal Insert your answers after the questions NO ATTACHMENTS: Wito directly into the Journal 1. Reflect is bill behaving ethically support your answer in 2 to 3 sentences 02. What is more important in Rachel's repotiations: Relationship or Outcome or Botiv Defend your answer in 2 to 3 sentences. Hint: see table in PowerPoint os. Based on your answer in 02, which of the following tactic() should Rachel and HOW will she use it Collaborato, compete, Accommodate, Avold Defend your answer in 2 to 3 sentences 04. Imagine the following plan for Rachel as she plans her negotiation without A What is her IDEAL outcome? What is her bottom line outcome? 25. What Persuasive approach should Rachel use to appear to be credible and persuasive? (Hint: * PowerPoint Step 4 (Persuasion for the the list of persuasive techniques) Example: (Expert, trustworthy, etc.) Grading Criteria: Worth up to 20 points 4 points per question Spelling and punctuvion Alter 2 etfors, pour deducted peronto This is a private journal. Only you and your instructor can see what you write 8) W12 Journal BATNA Case Study Journal Instructions: There are 2 steps to this Journal Step 1: Read eis Case Study - Keeping Up Appearances. Then go to Stop 2 below. Journal: Case Study - Keeping Up Appearances Bill and Rachel are both analysts in the market research department at Bravo Inc. Bill is generally viewed as a top performer. Objectively, his work is good, but he really excels at self-promotion. When dealing with others, he is a tough negotiator, confident to the point of being arrogant, He likes to win and win big. He is unafraid of stepping on anyone's toes and lives by the motto that it is easier to beg forgiveness than to ask permission Rachel is bright and hard-working: however, she is also timid and generally has low self-esteem. She doesn't promote or publicize her accomplishments and instead relies on others to notice the good work she does. She has a very difficult time standing up for herself, which often results in others taking advantage of her Bill and Rachel have recently been assigned to work together on what has the potential to be a highly visible project. The project involves doing a lot of research, writing a report and presenting the findings to the senior executives. They just finished meeting to lay out the tasks involved and establish a plan for the project in their meeting, Bill told Rachel that she can do the research and draft the report, and he will make the presentation. When Rachel suggested they work together on the research and jointly make the presentation, Bill told her that she needs to do the research and draft the report because she is better at "that sort of thing," while he needs to make the presentation because of his superior presentation skills Bill left the meeting satisfied that he was won yet again and believes that since he will be making the presentation, he will get the majority of the credit for the project. This is important to him because he has heard there will be an opening in the future for a senior analyst. He wants the promotion and thinks the visibility of this project will make him a shoo-in for the job. Rachel left their meeting feeling resentful and put upon but doesn't know what she can do about it. While this sort of thing has happened to her in the past, she is especially upset this time because she has heard there will soon be an opening for a senior analyst and she is very interested in the position she needs to revisit and negotiate her and Bil's roles and responsibilities, but isn't sure what to do or say. Rachel decides she needs to have a negotiation plan before they moet ***End of Case Study" Source: Interpersonal skills in Organizations by Suzanne C. De Janasz, Karen O. Dowd and Beth Z. Schneider, McGraw Hill Higher Education Step 2: Writing in the Journal. Instructions: In order to the following questions, you need to look at Four Steps in Negotiation in this Week's PowerPoint. Copy the following 5 questions. Click on the title link above to go into the Journal. Click Create Journal Entry, Paste the questions into the Journal. Insert your answers after the questions. NO ATTACHMENTS: Write directly into the Journal Q1. Reflect: Is Bill behaving ethically? Support your answer in 2 to 3 sentences. Q2. What is more important in Rachel's negotiations: Relationship or Outcome or Both? Defend your answer in 2 to 3 sentences. Hint: see table in PowerPoint Q3. Based on your answer in Q2, which of the following tactic(s) should Rachel use and How will she use it? Collaborate, Compete, Accommodate, Avoid. Defend your answer in 2 to 3 sentences. Q4. Imagine the following plan for Rachel as she plans her negotiation with Bill: A What is her IDEAL outcome? B. What is her bottom line outcome? Q5. What Persuasive approach should Rachel use to appear to be credible and persuasive? (Hint: see PowerPoint Step 4 (Persuasion) for the the list of persuasive techniques) Example: (Expert, trustworthy, etc.) Grading Criteria: Worth up to 20 points: 4 points per question. Spelling and punctuation: After 2 errors, 1 point deducted per error. This is a private journal. Only you and your instructor can see what you write