Case Study Chapter 8 Essay

816 Words Apr 4th, 2011 4 Pages
* Case 8.1
Buying a Classic Car
Assume that one party has always wanted a particular make, model, and color of car. Now that party is prepared to purchase it and has found the car of her/his dreams offered for sale by the owner. As each party, come to GRIP with the negotiation challenge. Decide what type of strategy is appropriate for each. (You should fill in the car details that are fondest to your heart!)
Case Discussion Questions and Possible Responses: 1. What are the interests and goals of each party?
(Possible Responses: “I” goals may be of great value on both sides here. The value of the car may be more of an “I” goal than a “G” goal for the current owner. The desire for the car may be of greater weight than the cost for
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How would you identify and rank the interests and goals of each party?
(Possible Responses: All four types of goals should be identified. Factors include alternative costs for each party, employee convenience, satisfaction, and productivity, potential continuing business relationships, goodwill on both sides.) 2. What common ground can you find between the parties?
(Possible Responses: Both parties win if the employees locate in the apartment complex. The apartment gains revenue in lieu of current vacancies and possible continuing vacancies as well as the security of a corporate tenant. The tenant company reduces costs.) 3. What strategy would you use as the organization’s representative? What strategy would you use as the apartment complex representative?
(Possible Responses: A general collaborative approach to resolve the perceived conflict created by lease-term rules is appropriate for both sides. Although price is a competitive term, it too may be addressed in a collaborative manner by pursuing common ground.) * Case 8.3
Prenuptial Agreement
Two romantic partners have decided to tie the knot. One has spent a great number of years in a very financially lucrative career and has substantial net worth and positive cash flow. The other has spent an equal number of years working hard as a dedicated teacher and has paltry savings and little extra regular cash flow. Both desire to agree on how living expenses will be shared,

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