Group - 1

7th
May, 2011

05/07/2011 1
 Preamble – Description of players

 Role Play – Description of the conflict

 Conflict Resolution – Benefits & Obstacles

 Recommended Solution & Benefits

 Structured Negotiation Framework

 Priority Matrix

05/07/2011 2
 Lose – Lose
Both AMM & PO missed the sale of Zorawar
Customer sentiment was hurt
AMM credibility suffered

3
05/07/2011
 Diagnosis
Issues – BG rates, commitment made to
dealer, BG rate verification, Reluctant to justify
the discounts, Competitors’ sales
Personalities/ Mindsets
AMM – External locus of control (the world is
against me), Non-compromising
PO – Pseudo-dominancy, Non-compromising
Cont …

4
05/07/2011
 Diagnosis
Third Party
ZMM  Mediation role – not performed
Situational Constraints
Time for AMM – dealer could run away
Volume of discounted credit sales for PO

5
05/07/2011
 Hi

• Commitment made to the • BG Charges

dealer (Kashmir Issue)

Lo
g -ro
llin
AMM g
•
•Competitors’ BG rate
verification
•Competitors’ Sales
• Reluctant to justify
discounts in front of
Lo management
Lo Hi
6
05/07/2011 Product Officer
 Strategize
Win – Win or Win – Lose?

Our proposed solution is Win – Win, since both

sides had issues where they could give and take ,
both could potentially win, if they had focused on
each other’s interests instead of positions

7
05/07/2011
Group - 1
7 May, 2011
th