Question

Scenario 2

Joe and Kim Khan have worked out their differences—sort of (see Case in Chapter 9). While Kim no longer takes pot shots at Joe for his lack of experience, Kim and Joe have clearly different perspectives on how to perform their jobs, serve customers, and treat employees. Jim Talent continues to encourage Joe to work with Kim to address their relationship issues. This will be particularly important because Joe and Kim will need to present a united front in an upcoming negotiation they’ll be having with representatives from Do or Dye Tools (see Case in Chapter 12).

Among the recent issues that have created concerns are the following:

1. Store policy regarding returns. The standard store policy is a 30-day “no questions asked” policy. After 30 days, store policy is generally to give store credit. Kim routinely promises customers who purchase tools full money-back guarantees, regardless of how much time has passed. Customers then refer to Kim’s representations when they come to the customer service desk that Joe manages, making claims for money back for tools returned beyond 30 days. Kim thinks that Joe and his team do not understand the need to work around company policy at times in the interest of “putting the customer first.” Joe and Kim must come to agreement on what “putting the customer first” and honoring store policy mean, and whether these two concepts are compatible or mutually exclusive.

2. Philosophical disagreement over “handshake” deals. Kim tends to make informal handshake deals with vendors. Kim did this with Do or Dye Tool’s former representative, Axel Rod, regarding the sale of its Super-Deluxe 15-90 Power-Matic Reversible Drill/Screwdriver set and accompanying package sets of drill bits and screwdriver heads (see Case in Chapter 12). This deal has angered Vic Vendor, Do or Dye’s current representative, and could result in Do or Dye severing its business relationship with More Power. Although Kim may have rational reasons for doing this, Joe believes that such actions reflect poor business practice. Before meeting with Do or Dye, Joe and Kim must agree on how they will represent More Power and the level of formality or informality that is appropriate when negotiating.

3. Treatment of employees. Kim’s actions create a “spillover” effect on Joe’s customer service desk team because they must manage the customer service issues that Kim’s actions generate. When Kim’s actions appear to run contrary to store service policy, some of Joe’s employees have attempted to address any misunderstandings with Kim directly. Kim’s response has been gruff, dismissive, and defensive. Kim makes clear that these actions will continue in the interest of serving customers without apology for the impacts on Joe’s team. Kim clearly has little tolerance for what appear to be arbitrary procedures that interfere with good customer service. Joe’s employees complain about Kim’s gruff manner and express concerns about being caught between a rock and a hard place: They will either get in trouble for running afoul of store policy by honoring Kim’s representations to customers or incur the wrath of Khan and customers by holding customers to store policy despite Kim’s representations to the contrary. Joe and Kim must come to agreement about how to work with Joe’s employees, how to avoid situations that put employees in this bind, and how to serve customers in a consistent manner.

Students will work in teams to prepare a collaborative case analysis on the Negotiations for Life case (text page 202). Each team will be assigned either Scenario 1 or Scenario 2 by the professor. Teams will discuss their assessments in their team Discussion areas and prepare an analysis and recommendation in a collaborative report in the form of a paper. See MGMT570: Guidelines for Case Analysis located in Files.

The length of paper should be three to four pages, not including the cover page and references. APA style is required for in-text citation and references.

Answer 1

As per narration, there is no discussion about manner in which the selected representatives for Joe and Jim or Kim should engage themselves in the integrative negotiations. They feel uncertain and unsure about the actions to be / not to be taken, so unsuccessful under the circumstances. Challenge is to adopt a unified approach for the customers as well as among the employees.

Yes, members from each of the two teams representing Joe and Jim/Kim should discuss the outcome of negotiation as compared/ to their own objectives/goals to be achieved during preparation discussions. There is nothing in the text that may be termed as "worked well". The representatives of Joe complaints against Jim/Kim.

The last paragraph in the given text has highlighted conflicts between two teams & failure on their part to resolve the issue. Therefore most of questions/issues raised have negative answers. They did not work toward achieving mutual gains.