Some negotiation stories.
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The following stories all feature a negotiation of one kind or another.Read each story and complete the exercise below. |
Negotiation 1
This story is an ‘alleged’ transcript of an actual radio conversation between a US naval ship and Canadian maritime contact off the coast of Newfoundland in October 1995.
Americans: Please divert your course 15 degrees North to avoid a collision.
Canadians: Recommend you divert YOUR course 15 degrees South to avoid collision.
Americans: This is the captain of a US navy ship; I say again divert your course.
Canadians: No. I say again, you divert YOUR course.
Americans: THIS IS THE AIRCRAFT CARRIER USS LINCOLN, THE SECOND LARGEST SHIP IN THE UNITED STATES’ ATLANTIC FLEET. WE ARE ACCOMPANIED BY THREE DESTROYERS, THREE CRUISERS AND NUMEROUS SUPPORT VESSELS. I DEMAND THAT YOU CHANGE YOUR COURSE 15 DEGREES NORTH, THAT’S ONE FIVE DEGREES NORTH, OR COUNTER-MEASURES WILL BE UNDERTAKEN TO ENSURE THE SAFETY OF THIS SHIP.
Canadians: We are a lighthouse; your call.
- Why is this story funny?
- How would you describe the negotiation style of the Americans?
- How would you describe the behaviour of the Canadians?
Negotiation 2
There is the story of William Pitt, 1759-1806, British statesman and Prime Minister from 1783-1801, who once sought to expedite a crucial agreement in Parliament for the movement of the British fleet to defend against the French. The Chancellor of the Exchequer, Lord Newcastle, had certain objections, but when Pitt called on the Chancellor endeavouring to resolve the differences, he found the Chancellor distinctly unhappy in bed suffering with gout. The bedroom was freezing, and when Pitt remarked on this, Lord Newcastle replied that the cold weather would hinder the fleet movement, but more particularly that the combination of the cold conditions and the gout would prevent any further discussion of the issue at that time, which Pitt quickly judged to be at the root of the problem. Begging the Chancellor’s pardon, Pitt calmly removed his boots, climbed into bed and drew up the covers (apparently there was another bed in the room..), whereupon the two were able to discuss the matter and soon agreed a united way forward.
- What do you think the Chancellor hoped would happen?
- Why did Pitt act the way he did?
- How would you describe this negotiating style?
- What do you think the negotiating style of the Chancellor would be?
Negotiation 3
Greta Garbo (1905-90), the 1930’s Swedish-born film star, demonstrated how to negotiate with a bullying adversary, and particularly the tactic of ‘walking away’. After Garbo had become established as a major star, she decided to negotiate a contract that suitably reflected her considerable box-office value to the producers. Accordingly she demanded a weekly fee of $5,000 – compared to the derisory $350 a week she’d previously been paid. When film mogul Louis Mayer heard Garbo’s demand he offered her $2,500. Garbo replied simply, in her Swedish-American accent, "I think I go home.." And off she went.
Garbo returned to her hotel and stayed there, not budging, while Mayer stewed – for seven months – at which Mayer eventually caved in and gave Garbo what she asked for.
- What do we understand about the style of Louis Mayer?
- Why did Garbo want a very high fee?
- How would you describe er negotiating style?
Negotiation 4
A sales-woman is driving home in the rain when she sees a little old lady walking by the roadside, heavily laden with shopping. Being a kindly soul, the sales-woman stops the car and invites the old lady to climb in. During their small talk, the old lady glances surreptitiously at a brown paper bag on the front seat between them. "If you are wondering what’s in the bag," offers the sales-woman, "It’s a bottle of wine. I got it for my husband." The little old lady is silent for a while, nods several times, and says …….. "Good trade."
- What was the negotiation?
- Why is this story funny?