Question

Based on following article answer the question given in the end

Helena Stevens is the manager of the engineering department at QVC Company. Ms. Stevens started her career at a competitor straight out of college and has worked hard to attain her current position. She was passed over for promotions several times when working for the other company and she’s confident the promotion decisions were based on her gender. Now that she is at QVC, she worries that she’ll face the same practices. She fears that she is looked down upon by superiors and subordinates in performing her role because she is a woman in a position most often held by male employees. Stevens and QVC’s Chief Operating Officer (COO) worked together previously at the competitor and, in fact, the COO convinced Stevens to join the company after the COO moved to QVC. Stevens and the COO have an excellent professional relationship. The COO has consistently commented to Stevens that he believes she’s capable of moving into senior management. John Johnson is the manager of the finance department at QVC and is well-liked by all in the company. Johnson is considered a “rising star” despite the fact that he joined the company only two years ago. He is quickly becoming known as a political player who, while quite skilled in his field, is more likely to advance as a result of his professional relationships with more senior executives. Johnson reports to the CFO, a person with whom he works well and, given the opportunity, would gladly replace. Stevens and Johnson have only interacted in cross-functional team meetings led by the COO. At his insistence, Stevens is leading a new and significant project for the company. To succeed, she’ll need the support of many other departments to kick off the project and see the new product to market launch. Stevens knows she needs to ensure that Johnson is “on the team” since he controls the amount and timing of the release of funds for capital expenditures for research and development of the product’s hardware and software; production costs; the amount that may be spent on marketing and legal matters, the efforts to sell the inventory of the current model and depreciating the inventory that ultimately can’t be sold once the new product is available. Adequate funding is critical to the success of the project; however, Stevens is uncertain about how to persuade Johnson to approve the different costs and expenses associated with the overall plan. She knows she needs a specific amount of capital to get started and to continue with some momentum. Stevens doesn’t want to push Johnson more than is absolutely necessary to ensure that he doesn’t speak negatively about her to others on the management team. Consequently, Stevens suggested to the COO that he host a get-together for Johnson and her before she began discussing the project in detail with Johnson. The COO obliged and recently invited both of them to a game of golf at Dallas Country Club on a beautiful Friday afternoon. The threesome never discussed the project itself, but the COO spoke positively on several occasions about Stevens’ ability to lead projects successfully. Stevens and Johnson met recently in Johnson’s office to discuss the project. Instead of sitting at the table typically used for meetings, Johnson directed Stevens to the chair in front of his desk. Johnson remained seated in his chair behind the desk and immediately propped his feet up on the desk and reclined back in his chair striking a casual pose. Instead of taking a seat, Stevens chose to stand. Although puzzled by her decision to stand, Johnson asked questions about the project and the discussions were well underway. Johnson then rose and stepped from behind his desk and took a seat at the table. He then
motioned to Stevens that she should also take a seat at the table, which Stevens did. The discussions continued for some time before Johnson asked Stevens, “Are you married?” Stevens, without missing a beat, smiled and said, “Not yet. . . I’ve been waiting for you to become available.” Johnson smiled and returned to the topic of the project. Consequently, Johnson began to discuss Stevens’ financial proposal in detail for more than an hour. Johnson is concerned that Stevens plans to spend far too much money in the earliest phases of the project instead of spending conservatively for long-term success. Stevens doesn’t immediately understand why Johnson refuses to approve her plan. Johnson states, “The amounts of cash to be spent in the first phase are somewhat high for a product that isn’t proven in the marketplace.” Stevens and Johnson identify a variety of options and after they identify as many as they believe are available, they discuss each option’s feasibility. Stevens then asks Johnson, “Will you agree to $x amounts, which are just slightly lower than I originally proposed?” Johnson responds with, “Yes, I will.” Stevens adds, “I’ll be sure to include you on my next golf outing with the COO.”

Read this statement from the scenario:

Stevens doesn’t want to push Johnson more than is absolutely necessary to ensure that he doesn’t speak negatively about her to others on the management team.

a. How does Helena Stevens' hesitation or even fear affect her negotiation with John Johnson? (10 points)

b. How does this approach differ from what is considered a traditional male approach to negotiating? (10 points)

2. Identify 1 of Stevens' verbal messages that is more typical of a male negotiator than a female negotiator? (10 points)

3. Identify 2 nonverbal messages that Helena Stevens uses with John Johnson that is effective in this negotiation and explain why each of her messages is effective. (20 points)

4. Focus on the exchange in the excerpt of the scenario below:

The discussions continued for some time before Johnson asked Stevens if she is married. Stevens, without missing a beat, smiled and said,

“Not yet. . . I’ve been waiting for you to become available.” Johnson smiled and returned to the topic of the project.

a. Explain why Stevens' verbal response is effective under these circumstances. (10 points)

b. What do Stevens' and Johnson's smiles indicate? (10 points)

5.  Identify and explain the process Stevens is affected by that may cause her to misjudge her work environment? (10 points)

6.  Identify and explain a communication channel that is most effective for Stevens and Johnson to use to follow-up on their face-to-face meeting held about the financial aspects of this project. (10 points)

7. Assume for this question that Johnson refuses to accept Stevens' proposal on capital expenditures and he is extremely positional. Stevens is not at all happy about it. Also assume that they say the following:

Stevens: "You're only taking this position because you don't want me to succeed in this company!"

Johnson: "You must be kidding. You're being irrational about this."

Stevens: "Are you saying that because I'm a woman?"

Johnson: "Your proposals sure sound like what a woman would propose. Don't get all emotional now!"

Explain why Stevens and Johnson are stuck in this cycle. (10 points)

Answer 1

1.

a)

There are several areas where her hesitation affected her negotiation with Johnson. Firstly, she needed an ice-breaking session arranged by COO. Next, she was quite hesitant come across as a confident person in the meeting with Johnson. She chose to stand rather than sit down. Finally, she appeared to have agreed to compromise on her demand in order to move forward.

b)

A traditional male approach would likely involved not backing down from the demand for the funds. This would have resulted in tougher negotiation situation. Fortunately that did not happen in the meeting between Johnson and Stevens. In male approach of negotiation, the parties may physically show casual stance. However, in terms of negotiation it is often heated.

2.

A very male oriented verbal message that is often used by male negotiators and even Johnson used it is “Are you married?” This demonstrates a more friendly approach to negotiation. Male negotiations often get to a personal level and can involve such questions.

3.

The two key non-verbal message that Stevens sent was in her stance. Firstly, she refused to sit down. This demonstrated that she is not going to listen to everything that Johnson tells her. Secondly when Johnson rose and sat on the table and asked her to sit as well, she agreed to sit on the table. This demonstrated that she will take a position but is willing to be slightly flexible. These two non-verbal cues were effective.

4.

a.

This is a mild humor and can be considered a male bonding approach. This shows that Stevens is not uptight and is willing to joke a little bit during a serious meeting just as Johnson is willing to be casual in his office. This is why this statement is effective.

b.

Stevens’ and Johnson’s smile indicates that they both enjoyed the joke and there was a growing sense of comfort between them. This could improve their working relationship.