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COM507 Communication and Negotiation Skills

Question

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Task:

Case study #1:

An advertisement has been placed on the company’s and on major recruitments websites for a great opportunity to be employed as Country Manager at ABA insurance company in the UAE.

You read the job description and believe you are the fit for this position. You want to negotiate with the General Manager, Dr. Smith, that you would like to excel and get promoted as “Country Manager”, from your current position as the “Dubai’s branch manager”. This position will provide you with many opportunities such as higher salary, more responsibilities, and utilizing more of your technical and leadership skills.

In addition, you have been working with the company since September 2015 as a full time employee and have made enormous contribution to the organization. From your experience you have also determined that Dr. Smith is F/T (Feeling/Thinking) personality type as per The Myers-Briggs Type Indicator.

  1. What would be your negotiation process?
  1. What will be your BATNA?
  1. What are the essential techniques and strategies in the context of negotiation?
  1. What would your SMART goals? Explain in detail.
  1. What would be the objections of Dr. Smith (list minimum three objections).4
  1. Why is it important to determine the objections?
  1. What strategies would you utilize to overcome them knowing his personality type? Give examples.
  1. What strategies would you utilize to make the best first impressions? Please give minimum of ten examples.
  1. Why is it important to negotiate with a sense of benefits for your negotiating partner?

10. What strategies would you utilize to achieve the sense of benefits for your negotiating partner?

11. What feedback techniques would you utilize to enhance your negotiations?

12. What strategies will you utilize to achieve effectiveness, efficiency, and negotiating climate? What negotiation strategies and tools would you utilize to avoid failure? Explain in detail.

Case study #2:

You are currently employed as full -time supervisor at large wealth management firm, and you want to negotiate with the head manager (Mrs. William) to work flexible hours from home on long term bases. However, you want to implement this flexible hour, (work remotely) to everyone in the company.

You want to work remotely because you recently got married, and now have your first beautiful newborn daughter, who just turned four weeks old. Because of your newborn child, you have been working from home for the past four weeks and “you enjoyed it.”

You found that working remotely gave you the flexibility and was able to concentrate a lot more compared to the office. You achieved and completed a lot of work from home (increase of productivity). In the past four weeks sales increased by 9.5% and customer complaints decreased by 10.3%.

From your experience you have also determined that your manager is J/P (Judging/Perceiving) personality type as per The Myers-Briggs Type Indicator.

  1. What negotiation process would you use?
  1. What negotiation techniques would you use?
  1. What will be your BATNA?
  1. What would be your SMART goals?
  1. What would be the objections from your head manager?
  1. What strategies would you utilize to overcome them knowing his personality type?
  1. What strategies would you utilize to make the best first impressions?
  1. What feedback techniques would you utilize to enhance your negotiations?
  1. What negotiation strategies and tools would you utilize to avoid failure?

COM507 Communication and Negotiation Skills

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