Question

Case 1 – Communicating Effectively in Negotiations

Background:

Jack asked, “How is the Southwestern project coming along?” Ms. Lee said, “I need to talk to you about that.” “I don’t want to hear any excuses, just get this project done,” Jack yelled to Wei Lee. Ms. Lee said, “Fine. I quit. Do it yourself.” Ms. Lee is the senior project manager and is in charge of completing a customized training program for the firm’s largest client. Jack was hired from the outside just two months ago as vice president of training. Ms. Lee believes that her credentials are more appropriate and impressive

than are Jack’s. Ms. Lee expected the job. She has no alternatives lined up. Jack has already earned a reputation for being harsh in a place where people formerly enjoyed working. The particular project in question includes extensive material/course manual preparation as well as classroom sessions. Before the interruption, Ms. Lee was attempting to communicate to Jack that the client had requested a significant variation from what was originally contracted. The good news that Ms. Lee had to share was that the

client had agreed to double the fee.

Case Questions:

Question 1:

Where the rules for effective listening and speaking were broken by Jack? What steps will you recommend for the same situation and why?

Question 2:

How well has Wei handled this conflict? Can you suggest any alternative actions that would have been consistent with good practices?

Question 3:

If you learned that Jack dislikes female professionals, what additional insight does that provide regarding communication difficulties between him and Ms. Lee? What might you suggest to Jack?

Answer 1

Answer:-

1):- The guidelines of listening and Speaking which Jack broke were:-

• He didnot attempt to picture what Wei needs to say.

• Jack was not receptive while listening.

• He made the judgment before totally listening what Wei needs to pass on.

2):- Wei had a high ground when she choose to quit. It implies that she broke the discussion succesfully however she may have no plan to stop.

You need to some of the time cut the self-important convseration with extreme shutting articulation. She could have raised her voice and could have determined what she need to tell however she didnot.

This is so in light of the fact that she realizes that any more continuation of conversation will prompt more disturbance to her.

3):- If Jack dislikes female experts, at that point it implies that Jack will consistently talk in such a way to Wei.

I will sensitize Jack and get him prepared in Gender fairness programs.