Class 7: Stakes High But Collaboration Wont Do

Question 1

What do you do in cases of sub-standard or unacceptable workplace performance?

Answer 1

• provide constructive feedback
• jointly problem solve (create a plan)
• define and enforce appropriate consequences
• monitor and record progress, document everything
• maintain objectivity and honesty

Question 2

What are the four steps of progressive discepline?

Answer 2

1. Verbal warning
2. Written warning
3. Suspension
4. Termination

Question 3

What are ‘opportunistic’ employees?

Answer 3

Opportunistic employees:
Intentionally resist
Blame everyone else 
Manipulate the system 
Legalistic

Question 4

How do you deal with opportunistic employees?

Answer 4

Don’t hire them
Use probationary period to identify screen out
Use performance management techniques, consequences and progressive discipline to correct or remove.

Question 5

How to deal with aggression or bullying?

Answer 5

• detect and intervene as soon as possible
• investigate or get a third party to investigate (written accounts, interview parties involved, collect additional evidence, assess and act)
• if necessary, get legal help

Question 6

What are the three steps of negotiating to win?

Answer 6

1. Assess your BATNA and reservation value (RV)
2. Assess the other party’s BATNA and reservation value (RV)
3. Calculate the zone of possible agreement (ZOPA)

Question 7

What is a reservation value (RV)

Answer 7

The lowest value that you would be willing to accept

Question 8

What is the ‘anchor’?

Answer 8

An offer or counteroffer. Essentially the same thing as position.

Question 9

When making the first offer you should:

Answer 9

• make an offer falling outside the ZOPA so that the other party has to negotiate their way into the ZOPA
• justify everything with facts
• push the other party but only as far as is reasonable

Question 10

Other tips for negotiating to win include:

Answer 10

• probe for more information
• consider use of a contingency contract to probe against deceit
• keep focus on the other party’s RV
• keep silent while the other party considers your question, offer, ect..
• label your concessions and seek fair reciprocity
• consider diminishing concessions
• use caution if the other party offers more than you expected