Harvard Case - The Boss Has the Wrong Idea: Confidential Role Material for Julia Smith
"The Boss Has the Wrong Idea: Confidential Role Material for Julia Smith" Harvard business case study is written by Katherine Coffman, Kathleen L. McGinn, Judith A. Clair, Katherine Chen. It deals with the challenges in the field of Negotiation. The case study is 3 page(s) long and it was first published on : Nov 1, 2019
Second, Smith needs to assess her own power and influence. She is the head of global sales and has a strong track record of success. However, Carter is the president of the university and has the ultimate authority to make decisions.
Third, Smith needs to consider the potential consequences of her actions. If she is too aggressive in her negotiations, she could damage her relationship with Carter. However, if she is too passive, she could fail to achieve her goals.
4. Recommendations
Based on her analysis of the case study, Smith should adopt a principled negotiation strategy. This strategy will allow her to maintain a strong relationship with Carter while also ensuring that the university's interests are protected.The following are the steps that Smith should take to implement a principled negotiation strategy:
- Prepare thoroughly. Smith should gather all of the relevant information about the university's global sales strategy. She should also identify her own goals and objectives.
- Build rapport with Carter. Smith should build a strong relationship with Carter based on trust and respect. She should listen to Carter's concerns and try to understand her perspective.
- Identify areas of agreement. Smith should identify areas of agreement with Carter. This will help to build a foundation for negotiation.
- Focus on interests, not positions. Smith should focus on Carter's interests, not her positions. This will help to create a more collaborative negotiation process.
- Generate creative solutions. Smith should generate creative solutions that meet the needs of both parties. She should be willing to compromise and find a solution that is mutually beneficial.
- Close the deal. Smith should close the deal by getting a written agreement from Carter. This will help to ensure that both parties are held accountable for their commitments.
5. Basis of Recommendations
The basis for the recommendations in this case study solution is the principled negotiation strategy. This strategy is based on the following principles:- Separate the people from the problem. This means that Smith should focus on the issues at hand, not on her personal relationship with Carter.
- Focus on interests, not positions. This means that Smith should try to understand Carter's underlying interests, not just her stated positions.
- Generate creative solutions. This means that Smith should be willing to think outside the box and find solutions that meet the needs of both parties.
- Insist on objective criteria. This means that Smith should use objective criteria to support her arguments.
- Be willing to walk away. This means that Smith should be prepared to walk away from the negotiation if she cannot reach an agreement that is acceptable to her.
6. Conclusion
The principled negotiation strategy is a powerful tool that can help Smith to achieve her goals while also maintaining a strong relationship with Carter. By following the steps outlined in this case study solution, Smith can increase her chances of success in her negotiations.7. Discussion
There are a number of other alternatives that Smith could consider in this situation. For example, she could adopt a more aggressive negotiation strategy or a more passive negotiation strategy. However, the principled negotiation strategy is the most likely to lead to a successful outcome.There are also a number of risks associated with this recommendation. For example, Smith could damage her relationship with Carter if she is too aggressive in her negotiations. However, the benefits of a principled negotiation strategy outweigh the risks.
8. Next Steps
If Smith decides to adopt a principled negotiation strategy, she should take the following steps:- Prepare thoroughly. Gather all of the relevant information about the university's global sales strategy. Identify your own goals and objectives.
- Build rapport with Carter. Get to know Carter and build a strong relationship based on trust and respect.
- Identify areas of agreement. Find areas where you and Carter agree. This will help to build a foundation for negotiation.
- Focus on interests, not positions. Try to understand Carter's underlying interests, not just her stated positions.
- Generate creative solutions. Think outside the box and find solutions that meet the needs of both parties.
- Close the deal. Get a written agreement from Carter to ensure that both parties are held accountable for their commitments.
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Case Description
"The Boss Has the Wrong Idea" is a two-person conversation exercise in which an MBA student seeks advice from a mentor in her field about how to handle an incident of workplace sexual harassment. The case consists of two confidential role materials: a role for the student, Julia, which describes her troubling experience with her boss during a summer internship, and a role for the senior mentor, Lee, which mentions that Julia is hoping to receive advice from him about a complicated situation. Julia's story presents a richly detailed, first-hand (fictionalized) account of a young woman's experience in a male-dominated, competitive firm. Her narrative provides a compelling representation of the nuances and challenges associated with experiencing sexual harassment in the workplace. Because it is written as a conversation exercise, the case provides students, faculty, and administrators with not only the opportunity to think about how to address (and prevent) sexual harassment within their own organizations, but also with the opportunity to engage in the difficult conversations that these issues demand. How can we best offer support and guidance? What are strategies for effective listening, question asking, and advice-giving in emotionally-charged and sensitive situations?
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