1: Nature of Negotiation in the World

Case Study: Noisy Neighbors

Linda and Larry are angry because their new neighbors in the apartment complex, Dale and Donna, seem to hold late-night parties every Thursday. Linda and Larry both have long work days that require them to rise early and remain alert all day. Linda and Larry have asked Dale and Donna to keep the noise down on Thursday nights and conclude their parties by midnight. Dale and Donna have ignored their requests. Linda and Larry have reached their boiling point, and have decided to call the police this Thursday if the party goes on beyond midnight.

Given this scenario, how have Linda and Larry handled the conflict thus far? What should they do now?

Some negotiating is "interest-based", and some is "rights based". What determines which approach is better and which approach is least costly? When is "active avoidance" appropriate?

2: Nature of Negotiation in the World

Case Study: Sick Leave

Read Case , "Sick Leave", in the back section of your text.

After reading the case, identify and explain the conflict that occurred, how it occurred, how it could have been avoided, and what Kelly and the other ALTs should do now. What questions in the Personal Bargaining Inventory (located in the Appendix of the text) are more highly valued by Kelly as a matter of cultural influence, and which are more highly valued by Mr. Higashi? Given your own scoring on the Personal Bargaining Inventory, how well would you have likely handled the situation if you were Kelly?