negotiation

negotiation

• Provide a background statement to the problem.(one sentence)
• Identify the problem.( No more than 2 sentence)
• DO NOT REWRITE THE QUESTION.
• Use one reference in the introduction.
Body one:
• Analyses the problem in detail.
• What are the key causes to this issue? (identify)
• Use two references.
Body Two:
• Generate at least two solutions.
• Evaluate these solutions.
• Use one reference here.
Conclusion:
• Decision – select the best solution.
• Justify choice. (In short and long term benefits)
• How can the solution be implemented
• Use one reference here.
Note: Reference means the direct or the paraphrases Quotes that you will use to support this case study essay. All the reference will be Giving to you so there is no need for extra reading outside the Giving once. IF you paraphrases any quotes please make sure to leave the original quote for me under the reference list.

• Effective Negotiation by Ray Fells Chapter 4.
• Negotiation Techniques: That Really Work by Stephan Sciffman Chapter 8.
• I Win, You Win: The Essential Guide to Principled Negotiation by Carl Lyons.
• The negotiation book: your definitive guide to successful negotiating by Steve Gates.
• Messages: the communication skills book by Matthew McKay, Martha Davis and Patrick Fanning (Chapter on Negotiation).
There is no need to use every single one of them you can choice the best 2 or 3 to work on them.
Please make sure you apply all of the above requirement.
This is exactly what I want nothing more nothing less.
Thanks for you reading.
The question :
Debbie has recently been promoted to a managerial position for a financial institution that is currently suffering from low investments. Her key responsibility is to raise the number of investments to ensure the continued success of the institution. She is somewhat uncomfortable with her new position as she is also now responsible for a key negotiation with the financial institution’s major investor who is threatening to withdraw all investments. Debbie becomes even more uncomfortable when she finds out that the investor is someone she knows personally. Given this Debbie decides that it is a matter of egos, she must win the negotiation.
Debbie goes into the negotiation focussed on her position. She is not prepared to take anything less. During the negotiation the investor asks Debbie to try to be objective, however, Debbie does not pay any attention to this. The investor also tries to suggest that they explore some options. However, Debbie replies that she has already done that. Finally, the investor stands up and tells Debbie that this is not a negotiation. Debbie looks very confused. The investor also tells her that she has no idea about the interests of investors or those of the financial institution she represents. As a result, no negotiation takes place.
How could this negotiation have being more successful?
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