Collaborative Negotiations
After reading the attached role play information, you are to assume the role of Dr. Rubio Sanchez. The purpose of this exercise is to illustrate the importance of communication during a negotiation. “Communication” doesn’t just refer to “talking;” one of the most critical elements of the communication process is listening….FIVE Questions below. Just click Write Submission and answer in the spaces below. You have two opportunities to answer these questions: if you respond by Wednesday of this week, I’ll send you feedback and you can try again. The second grade will override the first. Due date is Saturday night by Midnight
Q1. Agree or Disagree: “Interests are the tip of the iceberg; positions are below the water line.” Please explain in a sentence or two.
Q2. Often in a negotiation, we assume a fortress mentality, and guard our information as we might conceal our cards in a game of poker. But, why might it be a good idea, sometimes, to “lay our cards on the table?” (or, at least, some of our cards?) Please explain in a sentence or two.
Q3. How might you use the Norm of Reciprocity in your conversation with Dr. Kim Wilson? Please explain in a sentence or two.
Q4. How might you phrase a question to discover Dr. Kim’s interests? Please express the exact words you would use in your question to him.
Q5. In your discussion with Dr. Kim, he tells you the following:
“Look, I realize the good intentions of your research. But our research project is just as noble; in fact, I believe it to be more so. We have spent millions of dollars on the research and development of a new substance that will actually reduce blood cholesterol levels and cholesterol buildup.
The key to this formula is the Pakistani Prune, which, as you know, grows in remote areas that are next to impossible to reach. We’re trying to grow these trees in similar high altitude terrains in California, Arizona and Nevada. But, so far, no luck. We have a whole department working on ways to successfully transplant the trees, and that might be the answer, but it may be years in the future before that goal is realized, and I’m concerned with today. Our process for obtaining the key compound from these prunes requires picking them, washing them and then extracting the pulp (“meat”) from the fruit. This pulp “mash” is then bio-chemically treated and subjected to several genetic engineering processes which I can’t tell you about. Our researchers have estimated that the mash extract of an entire harvest would be sufficient to produce enough compound to treat more than 20,000 high-cholesterol-risk people.
So, as you can see, we need these prunes, and we need them now. You and I will meet with the Pakistani Ministry of Agriculture next month, and we’ll be bidding against each other for the prune harvest. I’d like to wish you “best of luck,” like a gentleman, but I really can’t: I want to win this bid for my company, and I’ve been authorized to spend a considerable amount of money to do so. Not only can we save lives with this product, the market is huge: hundreds of millions of consumers all over the world want to lower their risk of heart attack. My investors are rubbing their hands together in anticipation.”
How would you respond to Dr. Kim?
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