What are the objectives of both parties in the exchanges?
Both parties are trying to not only get their points across but they are both looking out for the best interest of their teams. They are trying to get what they both feel like they deserve within the negotiation. How would you describe the general "tone" of the exchanges?
In the first exchange it almost seems like Len’s tone is a little threatening and Marilyn’s tone is a bit defensive and worried in response. Were Marilyn's objectives on the way to being effectuated in the first exchange? Absolutely not. Marilyn was not going to get her way. Again, she was more defensive and that was not giving her the chance to get her point across and it was also not giving her the proper chance to negotiate her point either. Were Len's objectives on the way to being effectuated in the first exchange? Yes. I think that ultimately Len was going to end up with his way. He was more or less “attacking” Marilyn and I feel like he was bullying her into getting his way. He was vying for her sympathy and I think that he would of ended up getting it eventually. He left Marilyn defending herself and everything that she was trying to negotiate which was not going to be effective for her. What do you project the outcome of the first exchange to be? I think that the outcome of the first exchange would have been 90% in Len’s favor and Marilyn would have maybe been 10% satisfied. Len was using almost any tactic he could in order to get his way which was not allowing Marilyn to argue her part of the negotiation. It was more or less a no win situation for her. Were Marilyn's objectives on the way to being effectuated in the second exchange? Yes, Marilyn was able to stand her ground and argue her points in this negotiation. She wasn’t allowing Len the opportunity to “guilt” or “bully” her. Were Len's objectives on the way to being effectuated in the second exchange? Yes. Len was being heard and his points were getting across in a...
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