What are the objectives of both parties in the exchanges?

Both parties in these reciprocations want to obtain the dress hat accounts avail commensurate for their teams to maximize profit for the company, and overly for their staff. In addition, they both want to get their points across while spirit out for their teams best interest. Based on the exchange, it seems that Marilyn prefers sharing the accounts rather than creation left with the small ones, while Len would deal to work on accounts that volition generate more than money. How would you describe the general forest of the exchanges? The tone of the exchanges seems to be slightly aggressive between Marilyn and Len.In the first exchange, it almost seems like Lens tone is a little threatening and Marilyns tone is defensive in response to this. She also seems to be worried that shell be stuck with the smaller, less productive accounts that Len is trying to push on her. Were Marilyns objectives on the bureau to organism effectuated in the first exchange? No, I feel that Marilyn started send off well but then allowed Lens aggression to get the best of her. She became more defensive while countering each of Lens comments, which caused her to lose band of the points she had to present in this talks.If this would have continued in this personal manner, Marilyn will non get her point across. Len had her backed into a corner, and Marilyns defensiveness was ineffective, since it wasnt able to turn the negotiation in her favor. Were Lens objectives on the way to being effectuated in the first exchange? Yes, I feel that Lens objectives were moving towards being effectuated because he was successful in larking the conversation. He was able to divert Marilyns aims by accusing her of becoming upset in their conversation.He further gives his views authority by telling her that he has the approval of the boss, who supports his decision. What do you catch the terminus of the first exchange to be? The projected outcome for the first exchange is that Len intimidate s Marilyn to the point that she loses the focus on her objective, and no firmness of purpose is make. This was an example of distributive negotiation, since both parties are facing off with the death of getting as often as possible. It is clear that Len had almost the fire advantage since the negotiation was in Lens favor.His argument approach made it difficult for Marilyn to defend her position. Were Marilyns objectives on the way to being effectuated in the insurgent exchange? Yes, I believe that Marilyn was able to stand her ground and fence in her points in the sulphur exchange. Furthermore, she was able to effectively divert Lens responses which helped to employ her objectives. In this exchange, she seems more confident and comfortable in responding to Lens comments, especially about her team being unskilled. She shot back by reminding Len that they were his causality members, which he had trained.Marilyn also corrected him when he said that the boss had already sure h is decision, by stating that she had already received his approval. The second exchange shows that Marilyn was much more prepared to handle Lens arguments, and had a lot more control over the negotiation. Were Lens objectives on the way to being effectuated in the second exchange? Absolutely not, because in the second exchange Len was still unforgiving and shifty about his obligation to turn over the workable accounts Marilyn was expecting.The manner in which Marilyn addressed his points presented a challenge to him, which made it harder for him to effectuate. What do you project the outcome of the second exchange to be? I believe that this exchange was in Marilyns favor, and she would be able to win those accounts. As the negotiation progressed, Len would discover that his objections to Marilyns claims would be defeated, which would force him to turn over the accounts he promised. Identify two points of transition in each exchange and dismember the impact of the transition on the negotiation.In the first exchange, Marilyn asks Len about the viable accounts, which instantly makes him defensive, especially because of the pressure hes faced with from his team, since theyre income depends on it. His defensive response is to enquire Marilyns teams competency. Marilyn asks the same question again when they meet for the second exchange, in which Len responds in the same manner. At this point, Marilyn informs Len that her team was previously trained and supervised by him, which then directs the train of competency back to him.Another transition point occurs when Marilyn identifies the reason as to why Len hasnt turned over the accounts. She states that its because of his team losing income. Len does not effectively respond and chooses instead to claim the boss had already accepted it. Unbeknownst to him, Marilyn had already talked to the boss and received different information, to which Len could not counter. Len was caught in his own dishonesty and false threats .