This case follows the program director of La Ceiba, a Honduras-based microfinance institution, as he navigates four challenging negotiation scenarios involving the organization's loan clients. Students are asked to adopt the perspective of the Program Director and to consider how they would act in these negotiation scenarios that are characterized by unclear objectives and severely asymmetric power dynamics.

 

Q1. How should they approach negotiation situations in which the power balance is heavily in their own favor? 

 

Q2. Should they exert this power and engage in a "hard" negotiation approach? 

 

Q3. Are there circumstances where a "soft" negotiation approach is warranted? 

Answer rating: 100% (QA)

Q1 How should they approach negotiation situations in which the power balance is heavily in their own favor In negotiation situations where the power balance is heavily in the Program Director s favor View the full answer