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1: You’re on the decision making panel of Icon International. The panel is required to make a decision about changing a company policy. The panel decides to brainstorm for suggestions. All members of the panel are given opportunities to present their views.

After analyzing each member’s views, the panel decides to implement your suggestion. However, you know very well that the decision made by one of your teammates was much better than yours. The only problem is in the way your teammate’s suggestion was presented. You know that if it had been presented in a better way, your teammate’s suggestion could benefit your company in a big way. However, you also realize that if you bring this to the attention of the panel, the credit for the decision would go to the teammate. This could result in increasing the other member’s esteem in the company and getting him or her a promotion.

How will you handle such a situation? Will you stand by your idea, so that you get the credit for the decision, or will you encourage the panel to consider your teammate’s decision, which will in turn lead to a better company policy?

2: What are the two types of interests that participants might possess in a negotiation?
  1. Initial and final

  2. Primary and secondary

  3. Surface and vested

  4. Personal and private

3: What are the guidelines for improving your negotiation strategy?
4: While making negotiations, there are people who frame their decisions in a personally beneficial context. Have you ever come across such a person while participating in a negotiation? If so, narrate that experience.



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