They didn't exactly cover any major issues, or even the most troublesome issues between them. Based on their history, it seems nearly impossible that they will be able to arrange the issues such that if one issue is settled, the rest will fall into place. But those aren't the only possible sequences for negotiations and so peace talks in the Middle East are once again underway.Secretary of State Hillary Rodham Clinton was present this week while Israeli Prime Minister Benjamin Netanyahu and Palestinian President Mahmoud Abbas shook hands in Washington and agreed on at least two points: 1) they condemned this week's violence along the West Bank, and 2) they agreed to meet again. It seems the leaders have begun their negotiations by covering some of the least important issues first.
As far as negotiations go, this is actually not a bad sequence. Especially given the relationship between these parties. By covering least troubling issues, each leader and his mediators is able to get a feel for the others' positions and abilities without risking their goals for the negotiations.
Whether or not these two men are truly "partners in peace" and what will come of their talks is yet to be seen. But theirs is certainly a fine start.
Sample Test Question Task 1-A-3:
The purchasing manager at ABC Corporation is negotiating a scope of work with an IT service provider. There is one deliverable that the purchasing manager and her team are adamant should be defined as intellectual technology to be owned by ABC Corporation. Although not entirely opposed to the idea, the IT service provider has questions and is not yet ready to agree to release ownership of the technology to ABC Corporation. The companies also disagree over whether ABC Corporation can market the technology from the deliverable in question under their brand and embed it in future products. Given this scenario, the purchasing manager's best sequence for the negotiation would be:
A) Cover major issues first, assuming minor issues will then fall into place.
B) Cover the most troublesome issues first, assuming the other other issues will then fall into place.
C) Cover the least troublesome issues first in order to get a feel for the supplier's position and evaluate the supplier's negotiators.
D) Use questions wisely and listen effectively while maintaining the initiative and backing up your position with solid data.
Feel free to discuss in the comments below.
1 comment:
The answer is B) Cover the most troublesome issues first, assuming the other other issues will then fall into place.
By defining intellectual ownership of the deliverable in question, the problem over branding or embedding the technology is easily resolved.
A) Is not correct, because branding and embedding technology are NOT minor issues.
C) Is not correct, because none of the issues outlined seemed minor or less than troublesome. Intellectual property ownership, branding, and embedding technology are significant issues.
D) Is not correct as it does not relate well to the scenario provided. Nothing in the scenario indicates that this sequence would be effective.
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