Negotiation Analysis

Marilyn and Len Exercise

The objectives of both parties in these particular exchanges are to make an impact in their company by investing money in accounts which will grow and become profitable for the company. Len would like to work on accounts for his team that are already proven and will generate a high commission, while Marilyn would like to share these accounts with Len, rather than being left with dead accounts with no potential. The tone of the exchanges seems to be a bit competitive and slightly hostile. Marilyn seems to be on the defensive quite often and Len is making highly critical remarks about both Marilyn and her work. It seems far more likely that Len’s goals are on their way to being effectuated in this scenario, rather than Marilyn’s. Len is successfully interrupting and diverting the conversation to get his way, while not allowing Marilyn to make her points, whilst Marilyn is on a full defensive, countering each of Len’s comments, but making no headway towards her overarching goal. Len correctly diverted the headway Marilyn was making by accusing her of becoming angry. He also correctly interrupted her points being made by appealing to higher authority when he stated that the boss was already aware of and happy with Len’s decision. My projected outcome for the first exchange is that Len and Marilyn stay at a stalemate with no real headway being made. In the second exchange it seems far more likely than Marilyn’s objectives will become effectuated as compared to Len’s. Marilyn effectively questioned Joe’s comment on her team being unskilled by reminding him that are former members of his team and trained by him. She also corrected Len when he tried to say that the boss was aware of and fine with his decision, when in reality he had already approved Marilyn’s position.