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Conflict

Management
Term Report (Nego:)
PEP and Evaluation

Submitted By:
S.M.Uzhair
Salesh Kumar
Rizwan Ayube

Submitted To:
Sir Zeeshan Ali

Date: 08-01-2010
Question#1(in book)
Answer:

The negotiation was concluded in an agreement and the agreement was; ken gave my company 10%
discount for first night on room and than 15% discount for remaining 4-night.

Question#2(in book)
Answer:

We did not terminate the negotiation because it was possible to resolve the matter within our acceptable
range.

Question#3(in book)
Answer:

I did no remiss at any stage in adapting to additional information on the negotiation table.

Question#4(in book)
Answer:

We save $2000 also, so its beneficial of our company.

Question#5(in book)
Answer:

Our negotiation was not terminated for any of these reasons.

Question#6(in book)
Answer:

Yes, I resolve the matter with those options that we actually needed.

Question#7(in book)
Answer:

Yes, my pre-negotiation preparation was very helpful for me on the negotiation table.
Question#8(in book)
Answer:

Actually I did not anticipate any needs, strengths or weaknesses of my counterparty.

Question#9(in book)
Answer:

Yes, I assess my needs, strengths and weaknesses with great deal of accuracy.

Question#10(in book)
Answer:

No, I don’t think that any of my alternatives was optimistic.

Question#11(in book)
Answer:

We reach our target that we set with saving the some portion of budget for conference.

Question#12(in book)
Answer:

I surprised when ken offered 12%discount in the begning of negotiation, this offer also save our cost but
we want more savings.

Question#13(in book)
Answer:

Yes, I made the first offer and it was necessary because I had to complete the project and I needed to
negotiate on my alternatives.

Question#14(in book)
Answer:

We did not concede too often during the negotiation process. In fact we only agreed at the end of the
negotiation.
Personal Excellence Progress (PEP)
The following table describes the scaling of all those statements given in the book.
This is only the scaling of statements and the original statements are in the book.

S. No. Scaling S. No. Scaling S. No. Scaling

1 3 18 1 35 3

2 5 19 3 36 4

3 4 20 3 37 4

4 2 21 3 38 3

5 3 22 4 40 2

6 4 23 3 40 3

7 5 24 2 41 5

8 3 25 4 42 1

9 5 26 4 43 5

10 3 27 4 44 3

11 5 28 4 45 3

12 5 29 3 46 3

12 4 30 4 47 3

14 2 31 3 48 4

15 3 32 3 49 5

16 3 33 4 50 3

17 2 34 1

Score=164

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