1. Sick Leave Negotiation Debriefing Questions

2. Copyright © Radhakrishnan 2010
Discussion- I
How do you feel after the negotiation?
Describe the other party’s negotiation style in terms of
What is good and bad compared to a style that can get mutually beneficial outcome
Copyright © Radhakrishnan 2010

3. Copyright © Radhakrishnan 2010
Description of Process
Describe what happened in terms of processes in negotiation (e.g., info sharing)
How did people approach the negotiation? How was it similar and different to other negotiations in the class? Was it easier or more challenging than other exercises? Why?
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4. Description of Outcomes
What were the agreements of the negotiation?
mutually beneficial vs. win-lose vs. compromise
How many people playing the role of Kelly negotiated an agreement to use their sick leave?
How many did not use any of their sick leave?
Were there any other outcomes?

5. The Background
What was this dispute about for Kelly? For Mr. Higashi? In these types of conflicts is a compromise possible?
What were the most important intangibles in the negotiation? Was saving face more important to Kelly or Mr. Higashi? Why?

6. Reference for Japanese Negotiation
Weiss (“Negotiating with ‘Romans’: A Range of Culturally-Responsive Strategies,” Sloan Management Review, 35, No. 1, pp ; No. 2, pp. 1-16)