What are the objectives of both parties in the exchanges?

Both parties in these exchanges want to obtain the best accounts available for their teams to maximize profit for the company, and also for their staff. In addition, they both want to get their points across while looking out for their teams’ best interest. Based on the exchange, it seems that Marilyn prefers sharing the accounts rather than being left with the small ones, while Len would like to work on accounts that will generate more money. How would you describe the general "tone" of the exchanges? The tone of the exchanges seems to be slightly aggressive between Marilyn and Len.

In the first exchange, it almost seems like Len’s tone is a little threatening and Marilyn’s tone is defensive in response to this. She also seems to be worried that she’ll be stuck with the smaller, less productive accounts that Len is trying to push on her. Were Marilyn's objectives on the way to being effectuated in the first exchange? No, I feel that Marilyn started off well but then allowed Len’s aggression to get the best of her. She became more defensive while countering each of Len’s comments, which caused her to lose sight of the points she had to present in this negotiation.

If this would have continued in this manner, Marilyn will not get her point across. Len had her backed into a corner, and Marilyn’s defensiveness was ineffective, since it wasn’t able to turn the negotiation in her favor. Were Len's objectives on the way to being effectuated in the first exchange? Yes, I feel that Len’s objectives were moving towards being effectuated because he was successful in diverting the conversation. He was able to divert Marilyn’s aims by accusing her of becoming upset in their conversation.

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He further gives his views authority by telling her that he has the approval of the boss, who supports his decision. What do you project the outcome of the first exchange to be? The projected outcome for the first exchange is that Len intimidates Marilyn to the point that she loses the focus on her objective, and no resolution is made. This was an example of distributive negotiation, since both parties are facing off with the goal of getting as much as possible. It is clear that Len had almost the complete advantage since the negotiation was in Len’s favor.

His argument approach made it difficult for Marilyn to defend her position. Were Marilyn's objectives on the way to being effectuated in the second exchange? Yes, I believe that Marilyn was able to stand her ground and argue her points in the second exchange. Furthermore, she was able to effectively divert Len’s responses which helped to implement her objectives. In this exchange, she seems more confident and comfortable in responding to Len’s comments, especially about her team being unskilled. She shot back by reminding Len that they were his former members, which he had trained.

Marilyn also corrected him when he said that the boss had already accepted his decision, by stating that she had already received his approval. The second exchange shows that Marilyn was much more prepared to handle Len’s arguments, and had a lot more control over the negotiation. Were Len's objectives on the way to being effectuated in the second exchange? Absolutely not, because in the second exchange Len was still adamant and shifty about his obligation to turn over the viable accounts Marilyn was expecting.

The manner in which Marilyn addressed his points presented a challenge to him, which made it harder for him to effectuate. What do you project the outcome of the second exchange to be? I believe that this exchange was in Marilyn’s favor, and she would be able to win those accounts. As the negotiation progressed, Len would discover that his objections to Marilyn’s claims would be defeated, which would force him to turn over the accounts he promised. Identify two points of transition in each exchange and analyze the impact of the transition on the negotiation.

In the first exchange, Marilyn asks Len about the viable accounts, which instantly makes him defensive, especially because of the pressure he’s faced with from his team, since they’re income depends on it. His defensive response is to question Marilyn’s teams’ competency. Marilyn asks the same question again when they meet for the second exchange, in which Len responds in the same manner. At this point, Marilyn informs Len that her team was previously trained and supervised by him, which then directs the level of competency back to him.

Another transition point occurs when Marilyn identifies the reason as to why Len hasn’t turned over the accounts. She states that it’s because of his team losing income. Len does not effectively respond and chooses instead to claim the boss had already accepted it. Unbeknownst to him, Marilyn had already talked to the boss and received different information, to which Len could not counter. Len was caught in his own dishonesty and false threats.

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