Part One
Read the following statements about negotiation tactics of the disputants shown in capital letters. If the tactic is more typical of dominating/competing, place a D in the box next to the statement. If the tactic is more typical of integrating/collaborating/problem solving, place an I in the box next to the statement. If the tactic is more typical of obliging/accommodating, place an O in the box next to the statement.
The following facts apply: Marsha is selling a 60-gallon marine aquarium. Marsha has looked in the newspaper, done research, and found that aquariums that are similarly equipped and stocked tend to sell for between $400 and $650. Marsha wants Larry to pay her at least $400, and preferably at least $650, for her aquarium.
In the beginning of the negotiation, Marsha asks Larry for $1,000 for the aquarium.
Marsha says, “I believe that we should use fair market value as the criterion for determining the sales price of the aquarium.”
Larry suggests that they negotiate the settlement at his office. When Marsha arrives, Larry shows her to a tiny, cramped chair in his office. Larry is seated in a large executive chair, surrounded by his prized rifle collection.
Believing that Larry is willing to pay $300 for the aquarium, Marsha opens the negotiation by asking for $300.
Larry discovers that Marsha, who has asked for $1,000 for the aquarium, is very concerned about receiving the money in cash, immediately. Larry is concerned more about the size of the payment. Larry goes to his desk drawer, pulls out a bundle of bills, and says, “If you would cut your price by 40 percent, I could pay you in cash on the spot.”
Marsha asks for $800 for the aquarium. Larry reacts by leaping to his feet, turning beet-red, shooting one of his prize automatic rifles into the air (fortunately through a preexisting hole in the ceiling—evidently he has negotiated here before), and yelling, “Never! I’ll never pay a penny more than $200!”
During the negotiation, Marsha and Larry take a break. Larry meets with his brother Lloyd. Together they generate 15 possible deals that arguably meet the interests enumerated by Larry and Marsha for sale of the aquarium.
Smiling sweetly and speaking in gentle tones, Marsha compliments Larry on his tie, then says that she knows a horrible secret about Larry and would not hesitate to make it public if she fails to get her price.
Part Two
Fill in the following chart, representing the dual-concern theory, with the correct negotiation style. The five styles are listed below:
(a) Avoiding
(b) Integrating
(c) Compromising
(d) Dominating
(e) Obliging
