Summary
In this negotiation role-play between a promising new hire (Maria) and her experienced boss (Milo) in a large NGO, Maria has an ambitious mandate to develop a new initiative from scratch, while Milo has to tightly control budgets. Disagreement on the budget puts the relationship on a collision course.
Teaching objectives
1. Diagnosing relationship problems 2. The trust equation (Ability + Honesty + Reliability + Intimacy + Caring) 3. Communication and deteriorating relationships 4. Opening statement 5. Unconditionally Constructive Behaviors 6. Working inside a hierarchical organization
Keywords
- Trust building
- Budget negotiation
- Employee & boss relationship
- Mandate negotiation
- The trust equation (Trust = Ability + Honesty + Reliability + Intimacy + Caring)
- Difficult conversations
- Unconditionally Constructive Behaviours
- Induction process
- Creating a new initiative/project
- Diagnosing relationship problems
- How lack of communication leads to deteriorating relationships
- The opening statement
- Partisan perceptions
- Q21314
