Bundle: Management, Loose-Leaf Version, 13th + MindTap Management, 1 term (6 months) Printed Access Card
13th Edition
ISBN: 9781337502160
Author: Richard L. Daft
Publisher: Cengage Learning
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Question
Chapter 17, Problem 1ED
Summary Introduction
Case summary:
Firoz is an accountant who has excellent skills in accountancy but fails to communicate well. He does not understand what the clients say over the phone. He needs a close observation of everything being communicated.
He was recruited by Beatrice, however, works with Cathy. Cathy is not satisfied with his communication skills and wants to get rid of him. However, she is satisfied with his preparations for financial reports and
Characters in the case:
Firoz, an accountant
Beatrice, a partner of the business
Cathy, manager of Firoz
Adequate information:
As an accountant, Firoz performs the required job but he lacks in communication skills.
To determine:
The solutions to be taken with the performance of Firoz.
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What defines the bargaining zone in a negotiation?- The bargaining zone, or the zone of possible agreement (ZOPA), is the scale of acceptable outcomes in a negotiation. At one end is the lowest price/ set of terms one party is ready to accept, and the other end of the scale is the highest price/ desired terms of the negotiation. Typically, each party starts on either side of the scale at the beginning of a negotiation. Successful negotiations meet in the middle of this range of acceptable outcomes, resulting in a mutually beneficial agreement (Thompson, 2020).
How does a positive or negative bargaining zone affect the outcome of a negotiation and one's BATNA? - The bargaining zone (ZOPA) directly impacts the strength of one's BATNA (Best Alternative to a Negotiated Agreement). A strong BATNA provides leverage to negotiate better terms in a positive bargaining zone, where the buyer's maximum exceeds the seller's minimum (Thompson, 2020). The negotiator can push closer to their…
How does a positive or negative bargaining zone affect the outcome of a negotiation and one's BATNA? Provide a real life example.
Chapter 17 Solutions
Bundle: Management, Loose-Leaf Version, 13th + MindTap Management, 1 term (6 months) Printed Access Card
Ch. 17 - Prob. 1OTJVCCh. 17 - Prob. 2OTJVCCh. 17 - Prob. 3OTJVCCh. 17 - Prob. 1DQCh. 17 - Prob. 2DQCh. 17 - Prob. 3DQCh. 17 - Prob. 4DQCh. 17 - Prob. 5DQCh. 17 - Prob. 6DQCh. 17 - Prob. 7DQ
Ch. 17 - Prob. 8DQCh. 17 - Prob. 9DQCh. 17 - Prob. 10DQCh. 17 - Prob. 1EECh. 17 - Prob. 2EECh. 17 - Prob. 3EECh. 17 - Prob. 4EECh. 17 - Prob. 5EECh. 17 - Prob. 6EECh. 17 - Prob. 7EECh. 17 - Prob. 8EECh. 17 - Prob. 9EECh. 17 - Prob. 10EECh. 17 - Prob. 11EECh. 17 - Prob. 12EECh. 17 - Prob. 13EECh. 17 - Prob. 14EECh. 17 - Prob. 15EECh. 17 - Prob. 16EECh. 17 - Prob. 17EECh. 17 - Prob. 18EECh. 17 - Prob. 19EECh. 17 - Prob. 20EECh. 17 - Prob. 21EECh. 17 - Prob. 22EECh. 17 - Prob. 23EECh. 17 - Prob. 24EECh. 17 - Prob. 1EDCh. 17 - Prob. 2EDCh. 17 - Prob. 3EDCh. 17 - Prob. 1CFCACh. 17 - Prob. 2CFCACh. 17 - Prob. 3CFCA
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