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DDWU1101 Negotiation Skills: Scenario 3

Scenario 3

Fadli are the operation manager for a software company since July 2019 and was asked by the General Manager, Mr Zahir to convince 75 employees to use the new software by December 2020, which is a major change and requires a lot of support and training. The software will replace the current human resource management software that the company used. However, Mr Zahir believe that this strategy will increase effectiveness, efficiency, and accuracy to the organization. Fadli have determined form the personality survey that 35 employees are agree to use the software without hesitation, 29 employees are willing to use but require extensive support and training while 11 employees are seems like doesn’t find any needs to use the software. From the 11 employees that against the decision, half of them are among the senior executive of the company. Fadli is a little worried by their rejection since he need to confront with the senior employees. However, Fadli could not hesitate from shifting the current manual system to the new system they have developed. As from the 11 employees’ opinions, the new software is too digitalized, and they worried it could consume more of time to learn using it and interrupting the time that needs to be used to complete their work.

In the view of the senior executives, suggest the best answer for the following questions (refer at the end of the scenarios). Answers must be in paragraphs, not in point form.

QUESTIONS

1. What would be each party’s negotiation process?
2. What will be each party’s BATNA?
3. What are the essential techniques and strategies in the context of negotiation? Explain in detail.
4. What would be the objections for each party involved in the scenarios? (Explain minimum five objections).
5. What strategies would you utilize to overcome the objections knowing his personality type? Give examples.
6. Why is it important to negotiate with a sense of benefits for your negotiating partner?
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.

All answers must be in paragraphs with comprehensive explanation. Formatting should follow the guidelines provided (Contribute 20% for the continuous assessment)

Report:

Students will be given a few situations which need them to analyses on the use of negotiation skills for each scenario. Students should provide a thorough explanation of each scenario and suggest the solution based on the negotiation skills learned.

Objectives of the assignment:

1. To expose students towards the theory of differences which leads to negotiations.
2. To ensure students could identify the process, negotiations methodologies, and methods of problem-solving.
3. To able the students explaining the strategy, best practices, and effectiveness in negotiations.
4. To establish cooperation among students in managing outside classroom activity.