Reference no: EM132250931

This week's scenario is depicted below. Your assignment is to select one of the two characters and prepare for the negotiation. You are only to prepare; not negotiate. You will, at this point, be unaware of what arguments the other side will present. (1) Prepare at least THREE arguments for why your viewpoint is valid. For our first negotiating assignment: focus on explaining your perspective, not necessarily convincing the other party to agree with you. That will come later. Then, (2) prepare THREE counterpoints that you feel your opponent might suggest and finally, (3) THREE of your own rebuttals (i.e., counterpoints to their counterpoints). Envision a tennis match, if you will. You serve (#1), they return your serve (#2), you conclude with an overhead volley shot to secure match point (#3). I apologize to any of you with actual tennis knowledge for that incredibly undeveloped tennis analogy.   

Scenario: One employee representative and one management representative are preparing to negotiate. On the "negotiating table" is one issue: cancellation of free vacation vouchers (each employee has received $750 to use towards a vacation for the last 12 years). The annual voucher provisions have been cancelled in an effort to stream-line costs and postpone eminent lay-offs. Total cost to the organization: $125,000. Employees feel the vouchers are critical and management should look elsewhere for cost savings. Management disagrees.