Overwhelmed by the tragedy and hampered by his incapacity to speak the local language, Kapoor tried to help by contributing toward Varma’s medical bills. However, Varma’s family interpreted this action as an admission of guilt. Kapoor was reluctant to visit or interact personally, fearing legal ramifications, professional implications, and neighbourhood animosity. Varma, meanwhile, was emotionally, physically, and financially broken. Because she was her family’s main provider, the accident had jeopardized both her future and her family’s way of life. She was furious, in agony, and trying to make sense of Kapoor’s silence.
As both sides considered legal action, the matter became more dire. While Varma’s family worked on a lawsuit, Kapoor considered a counterclaim. Although both had experienced consequences, neither side believed that they were totally responsible. How could they come to an agreement that would meet both parties' needs?
Negotiating Pain and Agony Role B: The Radiology Technician
Manoranjan Dhal, Ishan Vats
Product #:W49264
Supplier:Ivey
Discipline:General Management, Organizational Behaviour/Leadership
Your Price:$9.71
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Learning Objectives
- Apply concepts such as BATNA and ZOPA in real-life negotiation scenarios.
- Describe the roles of emotional regulation and empathy in constructive negotiation, and explain how emotions such as fear, guilt, anger, and empathy can escalate or de-escalate conflict.
- Explain how linguistic, regional, and socio-cultural differences can affect trust, perception, and the potential for resolution, and outline strategies for overcoming cross-cultural misunderstandings in high-stakes negotiations.
- Analyze the ethical responsibilities of each party in a negotiation, looking beyond legal liability to assess the tension between doing what is right and doing what is strategic, or in the best interest of each party.
- Identify the tangible and intangible needs of the parties in a negotiation.
- Negotiate a deal that gets past the emotions inherent in a conflict scenario.