Vanessa Abrams
Negotiation for Success
Vanessa Abrams Case
Sascha Kubler
Contents
Page 3
Did Vanessa Abrams give in?
How did she get into this position and what choices did she have?
Page 4
Why didn’t she pursue them?
Page 5
What key principles were violated, and what was the consequence of the violation?
Page 6
Have you had similar experiences and how did you handle them?
At the conclusion of the non complete negotiations, Vanessa Abrams said, “I ended up giving in.” Do you agree?
Did she give in? Was there something left to negotiate? Looking at what she wanted and what she got, there was still things that she could have negotiated. She did get one years salary if she was fired, but she felt that this was not worth a thing. As such she did not get what she really wanted.
How did Abrams get herself in this position? What other choices did she have?
She negotiated based on advice that she received from her lawyer who did not have the background about the relationships involved. How important to her were the points put into the memo? Did she merely put these things in as she was told that she should get 'something' for signing the non-disclosure?
She didn't follow the style of negotiation that worked for her in the past. This is due to the fact that, once she had it 'placed' in her mind that she should get something for signing the non-disclosure, she did not seek to have actual negotiations and conversations. She merely was demanding of her position.
She negotiated in a distributive style rather than trying to collaborate. In the process she lost some things important to her. (i.e. being part of the management committee)
She got into this position by trying to negotiate in the style of her attorney - hard-ball.
Both parties valued something differently and there may have been opportunities to create value from this. What does she have that she didn't value highly that they might? What do they have that they don't value
Vanessa Abrams Case
Sascha Kubler
Contents
Page 3
Did Vanessa Abrams give in?
How did she get into this position and what choices did she have?
Page 4
Why didn’t she pursue them?
Page 5
What key principles were violated, and what was the consequence of the violation?
Page 6
Have you had similar experiences and how did you handle them?
At the conclusion of the non complete negotiations, Vanessa Abrams said, “I ended up giving in.” Do you agree?
Did she give in? Was there something left to negotiate? Looking at what she wanted and what she got, there was still things that she could have negotiated. She did get one years salary if she was fired, but she felt that this was not worth a thing. As such she did not get what she really wanted.
How did Abrams get herself in this position? What other choices did she have?
She negotiated based on advice that she received from her lawyer who did not have the background about the relationships involved. How important to her were the points put into the memo? Did she merely put these things in as she was told that she should get 'something' for signing the non-disclosure?
She didn't follow the style of negotiation that worked for her in the past. This is due to the fact that, once she had it 'placed' in her mind that she should get something for signing the non-disclosure, she did not seek to have actual negotiations and conversations. She merely was demanding of her position.
She negotiated in a distributive style rather than trying to collaborate. In the process she lost some things important to her. (i.e. being part of the management committee)
She got into this position by trying to negotiate in the style of her attorney - hard-ball.
Both parties valued something differently and there may have been opportunities to create value from this. What does she have that she didn't value highly that they might? What do they have that they don't value