What are the objectives of both parties in the exchanges?

both parties in these swops want to obtain the best accounts avail sufficient for their groups to maximize advance for the company, and also for their staff. In addition, they both want to choose their points across firearm looking out for their teams best interest. Based on the substitute, it seems that Marilyn prefers sharing the accounts earlier than organism left with the small ones, while Len would like to work on accounts that impart generate more money. How would you describe the general intonate of the exchanges? The tone of the exchanges seems to be slightly aggressive between Marilyn and Len.In the first exchange, it nigh seems like Lens tone is a little threatening and Marilyns tone is defensive in response to this. She also seems to be disturbed that shell be stuck with the smaller, less productive accounts that Len is trying to push on her. Were Marilyns objectives on the way to being effectuated in the first exchange? No, I savor that Marilyn started forth well but therefore allowed Lens aggression to get the best of her. She became more defensive while countering each of Lens comments, which caused her to drowse off sight of the points she had to present in this negotiation.If this would have continued in this manner, Marilyn will not 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 wretched towards being effectuated because he was successful in diverting 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 commendation of the head, who supports his decision. What do you project the outcome of the first exchange to be? The project outcome for the first exchange is that Len intimidates Ma rilyn to the point that she loses the focus on her objective, and no resolution is made. This was an example of distributive negotiation, since both parties are facing off with the goal of getting as much as possible. It is clear that Len had virtually the complete advantage since the negotiation was in Lens favor.His argument arise made it difficult for Marilyn to defend her position. Were Marilyns objectives on the way to being effectuated in the second exchange? Yes, I take that Marilyn was able to stand her dry land and argue her points in the second exchange. Furthermore, she was able to effectively divert Lens responses which helped to implement her objectives. In this exchange, she seems more confident and comfortable in responding to Lens comments, especially nearly her team being unskilled. She shot back by reminding Len that they were his former members, which he had trained.Marilyn also corrected him when he said that the boss had already accepted his decision, by st ating that she had already received his approval. The second exchange shows that Marilyn was much more prepared to handle Lens arguments, and had a address more control everywhere the negotiation. Were Lens objectives on the way to being effectuated in the second exchange? Absolutely not, because in the second exchange Len was cool it adamant and shifty about his obligation to turn over the operable 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 analyze the impact of the transition on the negotiati on.In the first exchange, Marilyn asks Len about the viable accounts, which instantly makes him defensive, especially because of the pressure hes go about with from his team, since theyre income depends on it. His defensive response is to question Marilyns teams competency. Marilyn asks the very(prenominal) question again when they meet for the second exchange, in which Len responds in the same(p) manner. At this point, Marilyn informs Len that her team was previously trained and supervised by him, which then directs the level of competency back to him.Another transition point occurs when Marilyn identifies the yard 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.