“This is a group presentation and my part is the last two slides (IN THE UPLOADED FILE).”
AND THIS IS A SCENARIO FROM THE INSTRUCTOR SO WE CAN GET THE IDEA:
I FORESAW IT is a 10-letter mnemonic device that sums up what skilled negotiators do to systematically prepare for important talks. Each letter stands for a word, and each word stands for a question—a question you want to ask and answer before you enter any talks. The words the letters stand for are shown to the right.
A Case Study in Crisis
- Imagine that your parents, your sister, and you made weekend reservations at the four-star Omega Hotel in Chicago to attend a wedding nearby on Sunday evening. You booked using an American Express card and got a confirmed reservation for a double bed for your parents, a single bed for your sister, and a folding bed for yourself. The cost of the room was $99 per night, or approximately $200 for the entire weekend.
- Once you arrive at the hotel, while standing in line at the registration counter, you overhear incoming guests ahead of you being told that the rooms they reserved are still occupied by the previous guests, and those guests have chosen to extend their visit one more night. Apparently, the city of Chicago prohibits the hotel from evicting guests in such a situation.
- The clerk tells the new guests that the Omega will give them a free taxi ride to a nearby four-star hotel, the Whitman, where they will receive a similar room at the same rate. The guests will be called the next day if rooms become available at the Omega.
- You strongly anticipate that you may have the same problem as the people ahead of you in line. You may end up spending your weekend packing and repacking, moving back and forth between two hotels, and not even getting compensation for the inconvenience. Before reaching the desk, you ask your family to step out of the line, explaining that it would be wise to systematically prepare in case there’s a problem with your room, too.
- The I FORESAW IT plan below shows each of the questions associated with this mnemonic device and your potential answers in the Omega hotel situation. You and your family can use this plan to discover possible solutions and to test any offer you receive to make sure it satisfies your need.
I FORESAW IT Plan
Interests
What are your interests?
Convenience/proximity to the wedding, desire to avoid unpacking and repacking, some compensation, fair and respectful treatment
What are the other side’s interests?
Hotel: Reputation, repeat business, compliance with the law, reasonable cost control
Clerk: Look good to the boss, keep customers reasonably happy, avoid abuse, keep his or her job
What common
interests do you share?
Fair outcome, quick resolution, civil and polite interaction
Factual and financial research
What research can you do before the negotiation?
Go online to look at other hotels; ask Chicago relatives for advice; talk to other guests; check with Chicago’s tourist board about the law; call a travel advisor to learn about industry standards
Options
What creative options can you come up with?
Stay at the Whitman for two nights; receive a cash settlement and find your own hotel room. Ask for a free upgrade when a room is available; ask the Omega to cover all meal and transfer costs; ask for frequent flyer miles to defray the cost of the flight home.
Rapport, reactions, and responses
How can you build rapport and connections? How can you prepare yourself to respond to negative reactions?
Set a friendly tone in speaking with the clerk; ask respectfully to speak to someone with appropriate authority
Empathy and ethics
How does the situation look from the other party’s point of view?
Clerk may be open to helping but stressed by confrontations with angry customers; you can help by discreetly offering choices
Setting and scheduling
How can you optimize the setting and schedule for the negotiation?
Speak quietly to the clerk at a moment when other guests aren’t present
Alternatives to
agreement
What will you do if the deal doesn’t go through?
Stay at another hotel without the
Omega’s help, complain to the CEO, stay with relatives, write bad reviews on the Internet, complain to travel organizations
What will the other party do if the deal doesn’t go through?
Refuse your requests, lose your family as customers, perhaps lose other guests as customers, rely on you and other guests to show up if and when current occupants leave
Who
Who outside this negotiation has
LEVERAGE”
Your relatives, the bride and groom, competing hotels, the city of Chicago, American Express, other guests, the clerk’s boss
Independent
criteria
What objective standards or trustworthy benchmarks can you identify?
Industry standard reported by
American Express
Topics, targets, and tradeoffs
What is your summary of the key points and creative/ competitive aspects of the negotiation?
Refer to your topics, targets, and tradeoffs grid
Please prepare an “I Foresaw It” plan for a specific negation situation as a PowerPoint presentation. It should be different from the case study above. You can select any type of situation requiring some negotiation.
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