Reference no: EM133031133

Scenario: Playtime Group Instructions

Case:

"I can't take this crap anymore. " Adrian hands you a sealed white envelope containing a meticulously drafted five -page resignation letter. It's not the first time he's given you this letter.

"I'm grateful for the support you've given me and everything you've done for the team but I think it's for the best if I resign and go back to practising law."

You already know and understand all of the reasons why Adrian wants to quit. The high attention to detail that would have served him so well as a solicitor in the Attorney General's Department has made it difficult for him to perform effectively as a negotiator. He puts so much effort into reaching agreement over the fine print that he often neglects the broader issues.

You've tried everything you can think of talk Adriano out of leaving ABS. He's a great negotiator and you definitely want to keep him on your team. But nothing has worked so far...

Identify Adriano's preferred thinking style level and come up with a new approach that will help convince him to stay at ABS.

GROUP 1:

In your group, offer Adriano guidance to help rebalance his thinking style preferences. Focus the following:
• Discuss the difference between a bargaining position and an interest
• Explain what the basic problem in negotiations is
• Provide three practical tips Adriano could use to see the bigger picture in a negotiation

GROUP 2:
In your group, offer Adriano guidance to help rebalance his thinking style preferences. Focus the following:
• Discuss which motivations or interests are often the most powerful
• Explain why an interest may be satisfied by several possible positions
• Provide three practical tips Adriano could use to identify the interests of the other person when conducting negotiations

GROUP 3:
In your group, offer Adriano guidance to help rebalance his thinking style preferences. Focus the following:
• Discuss the meaning of mutual satisfaction
• Explain how interests may be compatible even while bargaining positions are in opposition
• Provide three practical tips Adriano could use to reconcile the interests of both parties in a negotiation

GROUP 4:
In your group, offer Adriano guidance to help rebalance his thinking style preferences. Focus the following:
• Discuss the difference between a reaction and a response
• Explain how aggressive positional bargaining tactics are used by manipulative negotiators

• Provide three practical tips Adriano could use to maintain control of himself when confronted with aggressive positional bargaining tactics

Attachment:- Wk - Playtime Scenario.rar