Reference no: EM132722639

Diana are currently employed as full-time supervisor at a wealth management company in Kuala Lumpur, and she want to negotiate with the head manager, Mrs. Janice to work flexible hours from home on long term bases due to her condition which have previously miscarriage for two times. She is worried about her current pregnancy which just entered the second month. She and her husband has been waiting to conceive for more than 4 years. However, Diana want to implement this flexible hour (work remotely) to everyone in the company.

• Diana want to work remotely because she is now having to take care of herself as according to the doctor, she is so fragile at the early of her pregnancy. She must reduce her steps to make sure no bleeding could happen. Since she was on work from home mode for the last month as she is given bed rest by the doctor, she seems to prefer working in such condition.

• Diana found that working remotely gave her the flexibility and was able to concentrate a lot more compared to working in the office. Besides, she needs to drive about one and half hour every morning and going through traffic which eventually she will feel tired by the time she reached her office. Diana proved that she achieved and completed a lot of work from home which it the sign of increase in her productivity. In the past four weeks, sales increased by 9.5% and customers complaints decreased by 10.3%.

• Diana understand that she may have to deal with Mrs. Janice who have more power due to Mrs. Janice position in the company. The decision will be made by Mrs. Janice judgment towards her request.

• Suggest the best answer for the following questions (refer at the end of the scenarios) if you are Diana and Mrs. Janice. Answers must be in paragraphs, not in point form.

Problem 1. What would be each party's negotiation process?

Problem 2. What will be each party's BATNA?

Problem 3. What are the essential techniques and strategies in the context of negotiation? Explain in detail.

Problem 4. What would be the objections for each party involved in the scenarios? (Explain minimum five objections).

Problem 5. What strategies would you utilize to overcome the objections knowing his personality type? Give examples.

Problem 6. Why is it important to negotiate with a sense of benefits for your negotiating partner?

Problem 7. 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.