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Human Relations in Organizations: Applications and Skill Building 8th Edition by Robert Lussier
Edition 8ISBN: 978-0073602370Human Relations in Organizations: Applications and Skill Building 8th Edition by Robert Lussier
Edition 8ISBN: 978-0073602370 Exercise 1
Objective: To develop negotiation skills.
AACSB: The primary AACSB learning standard skills developed through this exercise are reflective thinking and communication abilities.
Experience: You will be the buyer or seller of a used car.
Preparation: You should have read and should understand the negotiation process.
Break into groups of two and sit facing each other so that you cannot read each other's confidential sheet. Each group should be as far away from other groups as possible so that they cannot overhear each other's conversations. If there is an odd number of students in the class, one student will be an observer or work with the instructor. Select who will be the buyer and who will be the seller of the used car.
The instructor goes to each group and gives the buyer and seller their confidential sheets.
Buyers and sellers read their confidential sheets and in the space below write some plans (what your basic approach will be, what you will say) for the lunch meeting.
Negotiate the sale of the car. Try not to overhear your classmates' conversations. You do not have to buy or sell the car. After you make the sale or agree not to sell, read the confidential sheet of your partner in this exercise and discuss the experience.
Answer the following questions:
1. Which of the seven bases of power (Chapter 10) did you use during the negotiations? Did both parties believe that they got a good deal?
2. Which of the influencing tactics (Chapter 10) did you use during the negotiations?
3. During your planning, did you (1) research the other party, (2) set an objective-(limit, target, open-price to pay or accept), (3) anticipate questions and objections and prepare answers, and (4) develop options and trade-offs?
4. During the negotiations, did you (1) develop a rapport and focus on obstacles, not on the person, (2) let the other party make the first offer, (3) listen and ask questions to focus on meeting the other party's needs, (4) avoid being too quick to give in, and (5) ask for something in return?
5. Did you reach an agreement on the price of the car? If you were the seller, did you get your target price? Or did you get more or less than your target?
6. When you are negotiating, is it a good practice to open high, that is, to ask for more than you expect to receive?
7. When you are negotiating, is it better to be the one to give or to receive the initial offer?
8. When you are negotiating, is it better to appear to be dealing with strong or weak power? In other words, should you try to portray that you have other options and don't really need to make a deal with this person? Or should you appear to be in need of a deal?
9. Can having the power to intimidate others be helpful in negotiations?
Conclusion: The instructor leads a class discussion or simply gives the answers to the integration questions and makes concluding remarks.
Application: What did I learn from this experience? How will I use this knowledge in the future?
Sharing: Volunteers give their answers to the application section.
AACSB: The primary AACSB learning standard skills developed through this exercise are reflective thinking and communication abilities.
Experience: You will be the buyer or seller of a used car.
Preparation: You should have read and should understand the negotiation process.
Break into groups of two and sit facing each other so that you cannot read each other's confidential sheet. Each group should be as far away from other groups as possible so that they cannot overhear each other's conversations. If there is an odd number of students in the class, one student will be an observer or work with the instructor. Select who will be the buyer and who will be the seller of the used car.
The instructor goes to each group and gives the buyer and seller their confidential sheets.
Buyers and sellers read their confidential sheets and in the space below write some plans (what your basic approach will be, what you will say) for the lunch meeting.
Negotiate the sale of the car. Try not to overhear your classmates' conversations. You do not have to buy or sell the car. After you make the sale or agree not to sell, read the confidential sheet of your partner in this exercise and discuss the experience.
Answer the following questions:
1. Which of the seven bases of power (Chapter 10) did you use during the negotiations? Did both parties believe that they got a good deal?
2. Which of the influencing tactics (Chapter 10) did you use during the negotiations?
3. During your planning, did you (1) research the other party, (2) set an objective-(limit, target, open-price to pay or accept), (3) anticipate questions and objections and prepare answers, and (4) develop options and trade-offs?
4. During the negotiations, did you (1) develop a rapport and focus on obstacles, not on the person, (2) let the other party make the first offer, (3) listen and ask questions to focus on meeting the other party's needs, (4) avoid being too quick to give in, and (5) ask for something in return?
5. Did you reach an agreement on the price of the car? If you were the seller, did you get your target price? Or did you get more or less than your target?
6. When you are negotiating, is it a good practice to open high, that is, to ask for more than you expect to receive?
7. When you are negotiating, is it better to be the one to give or to receive the initial offer?
8. When you are negotiating, is it better to appear to be dealing with strong or weak power? In other words, should you try to portray that you have other options and don't really need to make a deal with this person? Or should you appear to be in need of a deal?
9. Can having the power to intimidate others be helpful in negotiations?
Conclusion: The instructor leads a class discussion or simply gives the answers to the integration questions and makes concluding remarks.
Application: What did I learn from this experience? How will I use this knowledge in the future?
Sharing: Volunteers give their answers to the application section.
Explanation
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Human Relations in Organizations: Applications and Skill Building 8th Edition by Robert Lussier
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