Prompt: For this assignment you will develop four questions that could be asked of Alice Jones, senior Netflix executive, during an upcoming negotiation session. This information should be helpful in crafting an integrative bargaining proposal, i.e., a win-win situation that increases the likelihood of reaching a mutually beneficial outcome. In other words, it meets, as best as possible, the extrinsic and intrinsic interests of both parties.
Specifically, you should keep these criteria in mind:
- Create questions that will obtain information about Alice Jones’ interests in the bargaining session. They should cover all four categories: open, closed, alternative, and leading, as defined below. Possible questions could explore Alice Jones’ short- and long-term plans, personal interests, and any personal challenges she may be facing. In other words, you are trying to determine Alice Jones’ zone of potential agreement (ZOPA) and her best alternative to a negotiated agreement (BATNA).
- Make sure the parameters of your questions are within acceptable legal limits, e.g., avoiding topics such as age, martial status, any disabilities, religion, race, pregnancy-related questions. For legal advice, click on this Investopedia link: 8 Things Employers Aren’t Allowed To Ask You. A closed caption version of this video can be found Here.
- Compare and contrast the value of each type of question and whether it will advance an integrative bargaining position. Refer to the following link for an excellent guide on integrative bargaining and crafting questions that identify interests of the other party: Integrative or Interest-Based Bargaining.
- Explain the possible impact of each question, including whether it would improve the likelihood of success during the discussion(s) and how it would be perceived. In other words, how will the questions be perceived? Will they seem manipulative? Fair? Biased?
- Open-Ended or Socratic Questions – Begin with who, what, when, where, how, and why. Example: “Why aren’t you taking some time off?
- Closed Questions – Can be answered with “yes” or “no.” Example: “Are you ready to begin?”
- Alternative Questions – Offer the listener a choice with a few options. Example: “Do you want to start the meeting at 3:00 or 4:00?”
- Leading Questions – Are aimed at soliciting a particular point of view. Example: “The new vacation policy is very fair, don’t you think?”
Guidelines Submission: Your paper must be submitted as a 2-3-page Microsoft Word document with double spacing, 12-point Times New Roman font, one-inch margins, and at least three sources cited in APA 6th edition format. Attach the table you constructed as an appendix to your paper. You also have the option of creating a presentation, accompanied by speaker notes. It should be of professional quality and use APA 6th edition format. For this assignment, you should create approximately 2 to 3 slides.
- Library Article: How Netflix Reinvented HR
- Article: The Woman Behind the Netflix Culture Doc
- Presentation: Netflix Culture: Freedom & Responsibility
Textbook:The Hidden Rules of Successful Negotiation and Communication: Getting to Yes!, Chapter 5 (pp. 47–62)
Chapter 5 delves deeper into the importance of non-verbal communication, the development of active listening skills, and an awareness of the individual needs of those you are negotiating with.
Video: Test Your Listening Skills (cc) (3:15) (Optional)
This short video provides you with an opportunity to test how good your listening skills actually are.
Video: Cultural Proxemics—Personal Space (cc) (7:39) (Optional)
This short video provides an overview of the concepts and impact of proxemics from a global setting, demonstrating the personal “ bubble” we all carry with us everywhere we go.
Video: Expression and Gesture and Their Role in Emotion and Deception – Part 1 (cc) (19:16) (Optional)
In the first part of this two-part video, Dr. Paul Ekman shares his research findings on the six universal expressions and cross-cultural differences in facial gestures and body movement.
Video: Expression and Gesture and Their Role in Emotion and Deception – Part 2 (cc) (6:58) (Optional)
In the second part of this two-part video, Dr. Paul Ekman shares his research findings on the six universal expressions and cross-cultural differences in facial gestures and body movement.