Communicating and Relationships in Negotiation: Managing Family Relationships in a Negotiation. Consider this scenario: You and your brother work for your father’s successful family business, which employs 15 individuals. Your role has evolved from being the Chief Machinist to being the General Manager and main salesperson for the business. Your brother has creative talent and is good at designing and fabrication, but is not strong in interpersonal skills. Additionally, your brother does not take care of his personal appearance and uses language around customers that is not appropriate. Your father wants you to give your brother additional responsibilities. He suggests that your brother should work in the sales/front-facing side of the business. Your father has asked you to develop a plan that successfully integrates your brother into the public side of the business. However, you do not feel that it is the right thing to do for the business!

1. Explain why this is a multi-issue negotiation, as well as the benefits of this type of negotiation.

2. Explain what the son’s negotiation strategy should be with his father.

3. Define your goal or desired outcome for this negotiation with your father.

4. Explain what you know about your father’s goals or interests concerning the negotiation. a. Additionally, list the questions you need to ask your father in order to improve your understanding his goals and interests.