8 February 2013

Assignment of Managerial Negotiation

Assignment No: 06 (Six)

Topic: A Case study on Negotiation with different types of Human Behavior

Submitted To
Mr. S.M. Hasan Iqbal Course Instructor : Managerial Negotiation Department of Business Administration

Submitted By
Mahfuza Akter [Mili] ID: 10206038 ( Student of MBA )

THE UNIVERSITY OF ASIA PACIFIC

CASE STUDY

You are in a negotiation of establishing a long term business with Mr. Jan-e-Alam. He is a very successful business guy for 25 year in the area of home textiles such as Gamcha. He is a self made man who started his own business and established to this point despite a lots of ups and downs. His feature is he can take any decision within a minute which he believes comes from his extensive real life experiences. But he is a family man and loves his kids very much. He has been helping twenty brilliant but poor students in his village for their educational expenses and this news was published in the daily newspaper and he hanged that report framed in his meeting room. He has been dreaming of running for the next parliamentary election. What kind of man is he? Why? What will be your action to deal with him?

Analysis and Identify the Categories

People are very complicated and their behavior consists of both animal behavior and human behavior. Many psychologists have tried to find patterns in human behavior and produce predictive models. The psychologists have had varying degrees of success. One of the most durable attempts is the Myers-Briggs type indicator, which use four parities to categories 16 personality types. The MBTI suits world of negotiation very well, if we focus on two of the polarities: Sensor-Intuitor, and Thinker-Feeler. Mr. Jan-e-Alam is more on the Sensor-Intuitor type. I should pick up evidences from his behavior early: the way he answers the phone and lays out his faxes; his tone of voice and presence or absence of humour; what his office looks like and how his colleagues address him; how he wants the agenda organized, and which of your statements and suggestion get him setting up and taking notice. And then I need to plot him along these two axes: which quadrant does he fall in. According to the characteristic of Mr. Jan-e-Alam , he falls in group A, Group A people are Practical and Realistic, Assertive, Task, rather than people oriented , Set on efficiency and effectiveness. Mr. Jan-e-Alam is very Experienced, Decisive and determined, Strong persuasive skills, and Controlled emotions that why he is in Group A categories people.

Action to deal with Group A categories people

To become a good negotiation I should take my opponents culture and personality into account, but should constantly revise my estimates. As Mr. Jan-e-Alam falls in Group A , so I should deal with him the following politics : Plan to ask questions about and discuss specifics, actions and results Use facts and logic When necessary, disagree with facts rather than opinions, be assertive Keep it business-like, efficient and to the point Personal guarantees and testimonials are least effective better to provide options and facts Do not invade personal space Also expect critical questions from him and should not bluff