19.11.2018 CPA.INC role-play and Hiring a Newtonian

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Today, the first role-play was quite hard since I had to play the Roo/Dana role, which means that I had to be tough and aggressive. It was strange since the last reading about mental errors actually deals with the fact that during a negotiation process … a negotiator should not be led by his/her emotions! I tried to fit my role and I used some arguments in order to convince JT to fire Sandy Brown. In the beginning, it was very long but it helped me realized that being fixed on an idea like Roo and Dana were is bad in a negotiation process. Indeed, every time JT tried to convince us to be rational or every time Sandy tried to prove he was not guilty, we retaliated and we stayed stuck to our guns. This way, we could not get somewhere. For his part, JT did a really good job since he wanted to be fair and not to take any hurried decision, he tried to keep the situation quiet. Unfortunately, he did something bad. Sometimes, JT seemed to say that anybody could have stolen payroll checks, even long-time employees such as Roo or Dana, and I think that it is not good for the trust inside the company. Because of that kind of arguments, the trust is disrupted, and that is why JT should not have placed the blame on anybody. The only objective for JT should have been to care about the fact that everyone will keep working as efficiently as before, and JT did that part perfectly. Indeed, thanks to the way he calmed the situation, Roo and Dana were more rational and more inclined to negotiate for things that were convenient for everybody. So, we decided that Dana and Roo and Sandy will work in different spaces with different schedules if possible. JT also decided to improve the security in the company (cameras, watchman) to rebuild the trust. Another solution would have been to split the Roo and Dana duo since together they are very tough and they would be more cooperative separated. A very good idea would have been to offer to employees week seminars to help people know each other and create a safe and trusted environment. This role-play aimed to show us that during a negotiation process, you can always find a solution but the most important is to be fair. Moreover, it showed that being led by emotions is useless and do not help to find an agreement. 


Then, we did a second role-play and I worked with Clara. I have to say that this negotiation process was the best I have ever done. I mean that I was both happy with the result and the way I felt after our conversation/negotiation. All the process was very quiet and cordial since we were smiling and paying attention to each other. It was easy to negotiate because, according to me, all the things Clara asked for were small concessions and so, we found a way to make everyone satisfied. I really appreciated that role-play because I think that it hid something very important which is that sometimes, the solution is just to accept to do some concessions instead of always haggling to get what you want. If you try to understand what the other wants and WHY, maybe it won’t annoy you that much to give (if it is not harmful to you) instead to get. 

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