Sick Leave Negotiation
Debriefing Questions
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
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?
Copyright © Radhakrishnan 2010
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?
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?
Reference for Japanese Negotiation
• Weiss (“Negotiating with ‘Romans’: A Range of
Culturally-Responsive Strategies,” Sloan Management
Review, 35, No. 1, pp. 51-61; No. 2, pp. 1-16)