Reference no: EM133267075

Assignment:

Maria, Peter, and Eduardo have spent the last two weeks working diligently on their presentation. After several failed attempts, they have a chance to provide advertising services to a major consumer products organization. After dotting all their I's and crossing all their T's, they hop on the metro together to go to the downtown offices where they'll be making their pitch. They are greeted warmly by Johan, the VP of Operations, and three product line managers. After a brief chat in the reception area, they are escorted into a large conference room. The presentation goes smoothly and Maria, Peter, and Eduardo secretly exchange "we nailed it" winks. Johan asks a few questions about past and current client campaigns for which they are responsible. Just then, Peter takes over and proceeds to drop names.

At first, Maria and Eduardo watched and smiled in support of their teammate. But as the tale grew longer (and more exaggerated), their smiles began to neutralize. Maria thought to herself, "What is he doing? We don't have that client." Eduardo could feel his temperature rise as he contemplated, "Sure, landing this account would be a major coup for the company and possibly even a promotion for me, but if they find out about Peter's lies, we'll lose the account-and maybe even our jobs!"

Question 1: Knowing nothing else, what might be the most likely explanation(s) as to why Peter spoke out like that? Choose all that apply.

• He was trying to make himself look good.
• He wanted to increase the chances that the client would choose to work with them.
• He was afraid the client might "get away"
• Peter needed the bonus that would come with the sale to the client.

Question 2: This short case helps to highlight how members of a team need to negotiate how they are to work together, as well as what roles each might take on. True or False?

Question 3: Peter's sudden outburst is a good example of which challenge related to negotiating in teams? (Which would be the best answer) :

• Increased competition for usage of airtime.
• Formation of alliances and coalitions.
• Impact of cultural differences.
• Potential for procedural chaos.

Question 4: Going forward, what might you want to emphasize with your teammates to avoid this kind of behavior from team mate in the future? Choose all that apply.

• Clarify goals of the presentations/negotiation.
• determine what happens if you don't walk away with a commitment from a client
• what is each person's role?
• None of these.

Question 5: Determining each team member's responsibilities before, during, and after the presentation did not prevent this from happening. (True or False?

Question 6 Peter may have jumped in and did what he did because trust between team mates, even when present, can be challenging. (True or False?

Question 7: Why was using a team in this situation still be better than having a single individual approach the client? Choose all that apply.

• Sales presentations usually call for creative solutions.
• Teams can help increase joint gains.
• More ideas are generated when more people are involved.
• Diverse skillsets within the team help to deal with complex situations.