The Practice Case Solution


Bob and Denny illustrate how beliefs impact what people do in their negotiations. Neither of them believes that he has the honest support of the other. Bob believes that Denny has tried to undercut him, and Denny believes that Bob does not respect him and wants to manipulate the situation to the company’s advantage. As a consequence, both of them feel cautious, distrustful, and disempowered. The result is that they work around each other instead of sitting down together and working out solutions that benefit the company and the union. This is also true throughout the organization. People avoid and work around each other because of the distrust that exists.

Denny has an additional problem caused ...

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