Deck 11: Networking and Negotiating

Question 1

Objective: To develop negotiation skills.
AACSB: The primary AACSB learning standard skills developed through this exercise are reflective thinking and communication abilities.
Experience: You will be the buyer or seller of a used car.
Preparation: You should have read and should understand the negotiation process.
Break into groups of two and sit facing each other so that you cannot read each other's confidential sheet. Each group should be as far away from other groups as possible so that they cannot overhear each other's conversations. If there is an odd number of students in the class, one student will be an observer or work with the instructor. Select who will be the buyer and who will be the seller of the used car.
The instructor goes to each group and gives the buyer and seller their confidential sheets.
Buyers and sellers read their confidential sheets and in the space below write some plans (what your basic approach will be, what you will say) for the lunch meeting.
Negotiate the sale of the car. Try not to overhear your classmates' conversations. You do not have to buy or sell the car. After you make the sale or agree not to sell, read the confidential sheet of your partner in this exercise and discuss the experience.
Answer the following questions:
1. Which of the seven bases of power (Chapter 10) did you use during the negotiations? Did both parties believe that they got a good deal?
2. Which of the influencing tactics (Chapter 10) did you use during the negotiations?
3. During your planning, did you (1) research the other party, (2) set an objective-(limit, target, open-price to pay or accept), (3) anticipate questions and objections and prepare answers, and (4) develop options and trade-offs?
4. During the negotiations, did you (1) develop a rapport and focus on obstacles, not on the person, (2) let the other party make the first offer, (3) listen and ask questions to focus on meeting the other party's needs, (4) avoid being too quick to give in, and (5) ask for something in return?
5. Did you reach an agreement on the price of the car? If you were the seller, did you get your target price? Or did you get more or less than your target?
6. When you are negotiating, is it a good practice to open high, that is, to ask for more than you expect to receive?
7. When you are negotiating, is it better to be the one to give or to receive the initial offer?
8. When you are negotiating, is it better to appear to be dealing with strong or weak power? In other words, should you try to portray that you have other options and don't really need to make a deal with this person? Or should you appear to be in need of a deal?
9. Can having the power to intimidate others be helpful in negotiations?
Conclusion: The instructor leads a class discussion or simply gives the answers to the integration questions and makes concluding remarks.
Application: What did I learn from this experience? How will I use this knowledge in the future?
Sharing: Volunteers give their answers to the application section.

Answer 1

Not Answer

Question 2

Why is customer perception (Chapter 2) important to Avon?

Answer 2

Case summary:
Company AV is one of the leading beaty firm that is the largest direct seller of beauty products, fashion jewelleries, and apparel to the millions of customers across the globe. The firm has a unique selling proposition wherein the firm hires women sales representatives and sells its products through them. This way the firm has empowered women by making them financially independent. When Person AJ joined as the new women CEO of the company, she made several new successful changes in the way company works which includes extending the product lines and the market segment offering products for Hispanic and other minority population in the country, spreading business in several countries across the globe, online introduction of AV products, etc. This way the firm achieved continued sales and more profits to its income. The culture of the firm was highly people-oriented emphasizing on cohesion among employees and social responsibility.
Customer perception is highly important for Company AV because for every firm customer are the key to its business planning and creating of strategies. Every firm desire to develop positive reputation about the firm and its products in the minds of the customers. Unless, the customers will trust the firm and its products and will feel positive about them, it is very difficult for the firm to retain the customers. Maintaining goodwill among the customers and continuously offering them with good quality products satisfying their needs and aspirations makes a firm highly popular and recognized by the customers. When the firm is successful in satisfying customer needs and continuing to offer quality products, it creates a positive perception of the brand in the customer mind. This results in the continued sales and profits for the firm which is the reason customer perception is highly important for Company AV.

Question 3

John Stanton: Amway Charley Roys wanted to get more consulting jobs, so he went to a Rotary International meeting to make more contacts that could lead to consulting jobs. During the meeting he was talking to different people and giving out his business card.
This one guy, John Stanton, said to Charley, "Hi, my name is John Stanton, and I have an interesting part-time business. I'm looking for people to share this business opportunity with. Would you be interested in making an additional $50,000 a year part-time?" Charley said yes, and he tried to get some ideas of what the business was all about, but all John would say was, "Let's meet for a half hour or so and I will tell you about it." So they agreed to meet the next day at Charley's house.
Charley asked John what the business name was, and John said, "Let me explain the opportunity first." John started drawing layers of people, stating how much Charley would earn from each layer of people selling products for him. All Charley would have to do is sign people up like John was doing and the money would come in. The figures were showing that Charley could make $50,000 a year from a part-time business.
Before John finished, Charley asked, "Is this Amway?" John said, "Yes, it is." Charley said, "I've seen this type of presentation before, and I'm not interested in being an Amway distributor." Charley told him that he did not want to sell products. John replied, "That's not where the money is. You don't have to actually sell the Amway products yourself. You just sign people up and get them to sell the products."
Charley said, "How can I expect others to sell the products if I don't sell any? The whole pyramid is based on selling products." Charley asked John why he did not tell him it was Amway when he asked him at the Rotary Club meeting. John said, "Many people have the wrong impression of Amway, and you really have to have time to see the presentation."
Charley said that he knew that there were some Amway distributors who were really making a lot of money, but that it was not the type of business he would be successful in. Amway was not for him. Before John left, he asked Charley if he knew of anyone who would be interested in making a lot of money part-time. But Charley said no, so John left.
Answer the following questions. Then in the space between questions, state why you selected that answer.
Is Amway, and other similar businesses, trying to give all parties a good deal?

A) yes
B) no

Answer 3

Case summary:
Person CR wanted to get more clients and assignments for offering consultation services to them, and for this he went to a meeting of RT International Group to create more contacts. He met different people and also handed them his business card. He also met Person JS at the meeting who told CR that he has an interesting part-time job that will allow CR to earn additional $50,000 annually. When CR asked about the business, JS told him that he will come at CR's home next day to discuss things. Next day, when JS was explaining the business to CR without telling the business's name, CR made an idea that JS is talking about Company AW, and also mentioned that he is not interested in becoming a part of this firm selling its products. Over this, JS argued that he does not have to sell the products, instead, he has to find people who can sell the products. Although, CR admitted that he knew few people who are making good business with this firm, still he is not interested in this job. With this, JS left CR's home.
Option b is incorrect because the business opportunities that firms like of Company AW offer to people provide additional income opportunity to them. When a person joins this type of business, the person does not have to leave his current job or profession, instead, Company AW opens new avenue to earn extra for these people. This way it can be said that Company AW and other similar businesses creates a win-win situation and offers a good deal to all the parties associated with it.
Hence, the correct answer is option

Question 4

Explain how you have used or will use networking to help your career.

Question 5

The following critical thinking questions can be used for class discussion and/or as written assignments to develop communication skills. Be sure to give complete explanations for all questions.
The text states that the distributive bargaining strategy of fighting over a fixed pie is being replaced by the integrative bargaining strategy, in which the size of the pie is increased, for all to share. Give examples of negotiation situations in which a seemingly fixed pie can be increased and shared.

Question 6

John Stanton: Amway
Charley Roys wanted to get more consulting jobs, so he went to a Rotary International meeting to make more contacts that could lead to consulting jobs. During the meeting he was talking to different people and giving out his business card.
This one guy, John Stanton, said to Charley, "Hi, my name is John Stanton, and I have an interesting part-time business. I'm looking for people to share this business opportunity with. Would you be interested in making an additional $50,000 a year part-time?" Charley said yes, and he tried to get some ideas of what the business was all about, but all John would say was, "Let's meet for a half hour or so and I will tell you about it." So they agreed to meet the next day at Charley's house.
Charley asked John what the business name was, and John said, "Let me explain the opportunity first." John started drawing layers of people, stating how much Charley would earn from each layer of people selling products for him. All Charley would have to do is sign people up like John was doing and the money would come in. The figures were showing that Charley could make $50,000 a year from a part-time business.
Before John finished, Charley asked, "Is this Amway?" John said, "Yes, it is." Charley said, "I've seen this type of presentation before, and I'm not interested in being an Amway distributor." Charley told him that he did not want to sell products. John replied, "That's not where the money is. You don't have to actually sell the Amway products yourself. You just sign people up and get them to sell the products."
Charley said, "How can I expect others to sell the products if I don't sell any? The whole pyramid is based on selling products." Charley asked John why he did not tell him it was Amway when he asked him at the Rotary Club meeting. John said, "Many people have the wrong impression of Amway, and you really have to have time to see the presentation."
Charley said that he knew that there were some Amway distributors who were really making a lot of money, but that it was not the type of business he would be successful in. Amway was not for him. Before John left, he asked Charley if he knew of anyone who would be interested in making a lot of money part-time. But Charley said no, so John left.
Answer the following questions. Then in the space between questions, state why you selected that answer.
Why wasn't John successful in using the influencing process with Charley?

Question 7

What are some of the types of deals Avon negotiates?

Question 8

John Stanton: Amway Charley Roys wanted to get more consulting jobs, so he went to a Rotary International meeting to make more contacts that could lead to consulting jobs. During the meeting he was talking to different people and giving out his business card.
This one guy, John Stanton, said to Charley, "Hi, my name is John Stanton, and I have an interesting part-time business. I'm looking for people to share this business opportunity with. Would you be interested in making an additional $50,000 a year part-time?" Charley said yes, and he tried to get some ideas of what the business was all about, but all John would say was, "Let's meet for a half hour or so and I will tell you about it." So they agreed to meet the next day at Charley's house.
Charley asked John what the business name was, and John said, "Let me explain the opportunity first." John started drawing layers of people, stating how much Charley would earn from each layer of people selling products for him. All Charley would have to do is sign people up like John was doing and the money would come in. The figures were showing that Charley could make $50,000 a year from a part-time business.
Before John finished, Charley asked, "Is this Amway?" John said, "Yes, it is." Charley said, "I've seen this type of presentation before, and I'm not interested in being an Amway distributor." Charley told him that he did not want to sell products. John replied, "That's not where the money is. You don't have to actually sell the Amway products yourself. You just sign people up and get them to sell the products."
Charley said, "How can I expect others to sell the products if I don't sell any? The whole pyramid is based on selling products." Charley asked John why he did not tell him it was Amway when he asked him at the Rotary Club meeting. John said, "Many people have the wrong impression of Amway, and you really have to have time to see the presentation."
Charley said that he knew that there were some Amway distributors who were really making a lot of money, but that it was not the type of business he would be successful in. Amway was not for him. Before John left, he asked Charley if he knew of anyone who would be interested in making a lot of money part-time. But Charley said no, so John left.
Answer the following questions. Then in the space between questions, state why you selected that answer.
Which part of the networking interview did John clearly try to do?

A) develop rapport
B) deliver one-minute self-sell
C) ask questions
D) get additional contacts
E) offer help
F) follow up

Question 9

John Stanton: Amway
Charley Roys wanted to get more consulting jobs, so he went to a Rotary International meeting to make more contacts that could lead to consulting jobs. During the meeting he was talking to different people and giving out his business card.
This one guy, John Stanton, said to Charley, "Hi, my name is John Stanton, and I have an interesting part-time business. I'm looking for people to share this business opportunity with. Would you be interested in making an additional $50,000 a year part-time?" Charley said yes, and he tried to get some ideas of what the business was all about, but all John would say was, "Let's meet for a half hour or so and I will tell you about it." So they agreed to meet the next day at Charley's house.
Charley asked John what the business name was, and John said, "Let me explain the opportunity first." John started drawing layers of people, stating how much Charley would earn from each layer of people selling products for him. All Charley would have to do is sign people up like John was doing and the money would come in. The figures were showing that Charley could make $50,000 a year from a part-time business.
Before John finished, Charley asked, "Is this Amway?" John said, "Yes, it is." Charley said, "I've seen this type of presentation before, and I'm not interested in being an Amway distributor." Charley told him that he did not want to sell products. John replied, "That's not where the money is. You don't have to actually sell the Amway products yourself. You just sign people up and get them to sell the products."
Charley said, "How can I expect others to sell the products if I don't sell any? The whole pyramid is based on selling products." Charley asked John why he did not tell him it was Amway when he asked him at the Rotary Club meeting. John said, "Many people have the wrong impression of Amway, and you really have to have time to see the presentation."
Charley said that he knew that there were some Amway distributors who were really making a lot of money, but that it was not the type of business he would be successful in. Amway was not for him. Before John left, he asked Charley if he knew of anyone who would be interested in making a lot of money part-time. But Charley said no, so John left.
Answer the following questions. Then in the space between questions, state why you selected that answer.
Was it unethical for John not to tell Charley the business was Amway at the Rotary Club meeting?

Question 10

The following critical thinking questions can be used for class discussion and/or as written assignments to develop communication skills. Be sure to give complete explanations for all questions.
The first step of the networking process is to perform a self-assessment. What are your three most important accomplishments?

Question 11

What are your strongest and weakest areas of networking? How will you improve your networking skills? Include two or three of the most important tips you learned that you will use.

Question 12

Busted: Delta Tries to Break Pilots' Union Contract
After the September 11 attacks, which led to the decline of the airline industry in the U.S., many of the major carriers in the industry went bankrupt. Delta was one of the few major carriers that managed to stay afloat. However, due to issues like the high cost of pilots, increasing operational expenses and legacy costs, falling yields, and severe competition from low-cost airlines, Delta was losing money. The airline announced that it might have to file for bankruptcy protection if it failed to obtain pay cuts of $1 billion from its pilots, who were the only unionized employees at the airline. It went through hard negotiations with pilots and other employees to cut their compensation, and Delta ended up in Chapter 11 bankruptcy protection.
Through the negotiations, employees did take large pay cuts, but in return they received a substantial financial stake in the company's future through stock ownership. Delta did emerge from Chapter 11, and on September 25, 2008, Delta Air Lines and Northwest Airlines announced that their respective stockholders overwhelmingly approved the pending merger between the two companies.
Does this tactic represent good faith (ethical) bargaining on the part of Delta Air Lines?

Question 13

Is customer trust (Chapter 8) more important for Avon than for other companies?

Question 14

John Stanton: Amway Charley Roys wanted to get more consulting jobs, so he went to a Rotary International meeting to make more contacts that could lead to consulting jobs. During the meeting he was talking to different people and giving out his business card.
This one guy, John Stanton, said to Charley, "Hi, my name is John Stanton, and I have an interesting part-time business. I'm looking for people to share this business opportunity with. Would you be interested in making an additional $50,000 a year part-time?" Charley said yes, and he tried to get some ideas of what the business was all about, but all John would say was, "Let's meet for a half hour or so and I will tell you about it." So they agreed to meet the next day at Charley's house.
Charley asked John what the business name was, and John said, "Let me explain the opportunity first." John started drawing layers of people, stating how much Charley would earn from each layer of people selling products for him. All Charley would have to do is sign people up like John was doing and the money would come in. The figures were showing that Charley could make $50,000 a year from a part-time business.
Before John finished, Charley asked, "Is this Amway?" John said, "Yes, it is." Charley said, "I've seen this type of presentation before, and I'm not interested in being an Amway distributor." Charley told him that he did not want to sell products. John replied, "That's not where the money is. You don't have to actually sell the Amway products yourself. You just sign people up and get them to sell the products."
Charley said, "How can I expect others to sell the products if I don't sell any? The whole pyramid is based on selling products." Charley asked John why he did not tell him it was Amway when he asked him at the Rotary Club meeting. John said, "Many people have the wrong impression of Amway, and you really have to have time to see the presentation."
Charley said that he knew that there were some Amway distributors who were really making a lot of money, but that it was not the type of business he would be successful in. Amway was not for him. Before John left, he asked Charley if he knew of anyone who would be interested in making a lot of money part-time. But Charley said no, so John left.
Answer the following questions. Then in the space between questions, state why you selected that answer.
To sell Amway products, salespeople need to start with connections.

A) primary
B) secondary

Question 15

The following critical thinking questions can be used for class discussion and/or as written assignments to develop communication skills. Be sure to give complete explanations for all questions.
The next time you negotiate, will you actually set three-limit, target, and opening-objectives? Why or why not?

Question 16

What is the role of networking at Avon?

Question 17

Write a networking objective.

Question 18

John Stanton: Amway Charley Roys wanted to get more consulting jobs, so he went to a Rotary International meeting to make more contacts that could lead to consulting jobs. During the meeting he was talking to different people and giving out his business card.
This one guy, John Stanton, said to Charley, "Hi, my name is John Stanton, and I have an interesting part-time business. I'm looking for people to share this business opportunity with. Would you be interested in making an additional $50,000 a year part-time?" Charley said yes, and he tried to get some ideas of what the business was all about, but all John would say was, "Let's meet for a half hour or so and I will tell you about it." So they agreed to meet the next day at Charley's house.
Charley asked John what the business name was, and John said, "Let me explain the opportunity first." John started drawing layers of people, stating how much Charley would earn from each layer of people selling products for him. All Charley would have to do is sign people up like John was doing and the money would come in. The figures were showing that Charley could make $50,000 a year from a part-time business.
Before John finished, Charley asked, "Is this Amway?" John said, "Yes, it is." Charley said, "I've seen this type of presentation before, and I'm not interested in being an Amway distributor." Charley told him that he did not want to sell products. John replied, "That's not where the money is. You don't have to actually sell the Amway products yourself. You just sign people up and get them to sell the products."
Charley said, "How can I expect others to sell the products if I don't sell any? The whole pyramid is based on selling products." Charley asked John why he did not tell him it was Amway when he asked him at the Rotary Club meeting. John said, "Many people have the wrong impression of Amway, and you really have to have time to see the presentation."
Charley said that he knew that there were some Amway distributors who were really making a lot of money, but that it was not the type of business he would be successful in. Amway was not for him. Before John left, he asked Charley if he knew of anyone who would be interested in making a lot of money part-time. But Charley said no, so John left.
Answer the following questions. Then in the space between questions, state why you selected that answer.
Are coalitions needed for John to be successful at Amway?

A) yes
B) no

Question 19

The following critical thinking questions can be used for class discussion and/or as written assignments to develop communication skills. Be sure to give complete explanations for all questions.
This chapter lists six networking objectives (see page 387). For which of these reasons (or for what other reasons) do you have to network?

Question 20

How do cross-cultural differences affect the way Avon does business?

Question 21

Give a job example of distributive and integrative bargaining.

Question 22

Busted: Delta Tries to Break Pilots' Union Contract
After the September 11 attacks, which led to the decline of the airline industry in the U.S., many of the major carriers in the industry went bankrupt. Delta was one of the few major carriers that managed to stay afloat. However, due to issues like the high cost of pilots, increasing operational expenses and legacy costs, falling yields, and severe competition from low-cost airlines, Delta was losing money. The airline announced that it might have to file for bankruptcy protection if it failed to obtain pay cuts of $1 billion from its pilots, who were the only unionized employees at the airline. It went through hard negotiations with pilots and other employees to cut their compensation, and Delta ended up in Chapter 11 bankruptcy protection.
Through the negotiations, employees did take large pay cuts, but in return they received a substantial financial stake in the company's future through stock ownership. Delta did emerge from Chapter 11, and on September 25, 2008, Delta Air Lines and Northwest Airlines announced that their respective stockholders overwhelmingly approved the pending merger between the two companies.
Describe the type of negotiating strategy of Delta Airlines and Delta's pilots.

Question 23

The following critical thinking questions can be used for class discussion and/or as written assignments to develop communication skills. Be sure to give complete explanations for all questions.
If you didn't write out a one-minute self-sell for Work Application (4), do so now.

Question 24

Does Avon have to motivate (Chapter 9) its sales reps differently than other companies do?

Question 25

John Stanton: Amway Charley Roys wanted to get more consulting jobs, so he went to a Rotary International meeting to make more contacts that could lead to consulting jobs. During the meeting he was talking to different people and giving out his business card.
This one guy, John Stanton, said to Charley, "Hi, my name is John Stanton, and I have an interesting part-time business. I'm looking for people to share this business opportunity with. Would you be interested in making an additional $50,000 a year part-time?" Charley said yes, and he tried to get some ideas of what the business was all about, but all John would say was, "Let's meet for a half hour or so and I will tell you about it." So they agreed to meet the next day at Charley's house.
Charley asked John what the business name was, and John said, "Let me explain the opportunity first." John started drawing layers of people, stating how much Charley would earn from each layer of people selling products for him. All Charley would have to do is sign people up like John was doing and the money would come in. The figures were showing that Charley could make $50,000 a year from a part-time business.
Before John finished, Charley asked, "Is this Amway?" John said, "Yes, it is." Charley said, "I've seen this type of presentation before, and I'm not interested in being an Amway distributor." Charley told him that he did not want to sell products. John replied, "That's not where the money is. You don't have to actually sell the Amway products yourself. You just sign people up and get them to sell the products."
Charley said, "How can I expect others to sell the products if I don't sell any? The whole pyramid is based on selling products." Charley asked John why he did not tell him it was Amway when he asked him at the Rotary Club meeting. John said, "Many people have the wrong impression of Amway, and you really have to have time to see the presentation."
Charley said that he knew that there were some Amway distributors who were really making a lot of money, but that it was not the type of business he would be successful in. Amway was not for him. Before John left, he asked Charley if he knew of anyone who would be interested in making a lot of money part-time. But Charley said no, so John left.
Answer the following questions. Then in the space between questions, state why you selected that answer.
This case is mainly about:

A) networking
B) negotiating

Question 26

Busted: Delta Tries to Break Pilots' Union Contract
After the September 11 attacks, which led to the decline of the airline industry in the U.S., many of the major carriers in the industry went bankrupt. Delta was one of the few major carriers that managed to stay afloat. However, due to issues like the high cost of pilots, increasing operational expenses and legacy costs, falling yields, and severe competition from low-cost airlines, Delta was losing money. The airline announced that it might have to file for bankruptcy protection if it failed to obtain pay cuts of $1 billion from its pilots, who were the only unionized employees at the airline. It went through hard negotiations with pilots and other employees to cut their compensation, and Delta ended up in Chapter 11 bankruptcy protection.
Through the negotiations, employees did take large pay cuts, but in return they received a substantial financial stake in the company's future through stock ownership. Delta did emerge from Chapter 11, and on September 25, 2008, Delta Air Lines and Northwest Airlines announced that their respective stockholders overwhelmingly approved the pending merger between the two companies.
According to your textbook, how should bargaining occur between Delta and its pilots?

Question 27

The following critical thinking questions can be used for class discussion and/or as written assignments to develop communication skills. Be sure to give complete explanations for all questions.
In bargaining, does it really matter who makes the first offer?

Question 28

Complete the following steps:
1. Perform a self-assessment and set objectives. List two or three of your accomplishments. Clearly state your goal, which can be to learn more about career opportunities in your major; to get an internship; to get a part-time, summer, or full-time job; and so on.
2. Create your one-minute self-sell. Write it out. See page 390 for an example.
History:
Plan:
Question:
3. Develop your network. List at least five people to be included in your network, preferably people who can help you achieve your objective.
4. Conduct networking interviews. To help meet your objective, select one person to interview by phone if it is difficult to meet in person for a personal 20-minute interview.
List the person and write questions to ask during the interview. This person can be someone in your college career center or a professor in your major.
Objective: To develop networking skills by implementing the steps in the networking process.
AACSB: The primary AACSB learning standard skills developed through this exercise are reflective thinking and communication abilities.
Experience: You will deliver your one-minute self-sell from the preparation and get feedback for improvement. You will also share your network list and interview questions and get feedback for improvement.
A. Break into groups of two. Show each other your written one-minute self-sell. Is the history, plan, and question clear (do you understand it?), concise (does it take 60 seconds or less to say?), and compelling (does it generate interest in helping?)? Offer suggestions for improvement.
B. After the self-sell is perfected, each person states (no reading) the one-minute self-sell. Was it stated clearly, concisely, and with confidence? Offer improvements. State it a second and third time, or until told to go on to the next procedure. Break into groups of three with people you did not work with during procedure 1. Follow steps A and B above in your triad. Repeating your self-sell should improve your delivery and confidence.
Break into groups of four with people you did not work with during procedures 1 and 2, if possible. Share your answers to preparation steps 3 (your network list) and 4 (your interview questions). Offer each other improvements to the list and the questions.
Application (outside of class): Expand your written network list to at least 25 names.
Conduct the networking interview using the questions developed through this exercise.
Conclusion: The instructor leads a class discussion and/or makes concluding remarks. Written network lists and/or interview questions and answers may be passed in.
Sharing: Volunteers may share what they have learned about networking.

Question 29

John Stanton: Amway Charley Roys wanted to get more consulting jobs, so he went to a Rotary International meeting to make more contacts that could lead to consulting jobs. During the meeting he was talking to different people and giving out his business card.
This one guy, John Stanton, said to Charley, "Hi, my name is John Stanton, and I have an interesting part-time business. I'm looking for people to share this business opportunity with. Would you be interested in making an additional $50,000 a year part-time?" Charley said yes, and he tried to get some ideas of what the business was all about, but all John would say was, "Let's meet for a half hour or so and I will tell you about it." So they agreed to meet the next day at Charley's house.
Charley asked John what the business name was, and John said, "Let me explain the opportunity first." John started drawing layers of people, stating how much Charley would earn from each layer of people selling products for him. All Charley would have to do is sign people up like John was doing and the money would come in. The figures were showing that Charley could make $50,000 a year from a part-time business.
Before John finished, Charley asked, "Is this Amway?" John said, "Yes, it is." Charley said, "I've seen this type of presentation before, and I'm not interested in being an Amway distributor." Charley told him that he did not want to sell products. John replied, "That's not where the money is. You don't have to actually sell the Amway products yourself. You just sign people up and get them to sell the products."
Charley said, "How can I expect others to sell the products if I don't sell any? The whole pyramid is based on selling products." Charley asked John why he did not tell him it was Amway when he asked him at the Rotary Club meeting. John said, "Many people have the wrong impression of Amway, and you really have to have time to see the presentation."
Charley said that he knew that there were some Amway distributors who were really making a lot of money, but that it was not the type of business he would be successful in. Amway was not for him. Before John left, he asked Charley if he knew of anyone who would be interested in making a lot of money part-time. But Charley said no, so John left.
Answer the following questions. Then in the space between questions, state why you selected that answer.
John's networking objective was to:

A) get a job or a better one
B) perform better at his current job
C) advance within Amway
D) stay current in his field
E) maintain mobility
F) develop relationships

Question 30

John Stanton: Amway Charley Roys wanted to get more consulting jobs, so he went to a Rotary International meeting to make more contacts that could lead to consulting jobs. During the meeting he was talking to different people and giving out his business card.
This one guy, John Stanton, said to Charley, "Hi, my name is John Stanton, and I have an interesting part-time business. I'm looking for people to share this business opportunity with. Would you be interested in making an additional $50,000 a year part-time?" Charley said yes, and he tried to get some ideas of what the business was all about, but all John would say was, "Let's meet for a half hour or so and I will tell you about it." So they agreed to meet the next day at Charley's house.
Charley asked John what the business name was, and John said, "Let me explain the opportunity first." John started drawing layers of people, stating how much Charley would earn from each layer of people selling products for him. All Charley would have to do is sign people up like John was doing and the money would come in. The figures were showing that Charley could make $50,000 a year from a part-time business.
Before John finished, Charley asked, "Is this Amway?" John said, "Yes, it is." Charley said, "I've seen this type of presentation before, and I'm not interested in being an Amway distributor." Charley told him that he did not want to sell products. John replied, "That's not where the money is. You don't have to actually sell the Amway products yourself. You just sign people up and get them to sell the products."
Charley said, "How can I expect others to sell the products if I don't sell any? The whole pyramid is based on selling products." Charley asked John why he did not tell him it was Amway when he asked him at the Rotary Club meeting. John said, "Many people have the wrong impression of Amway, and you really have to have time to see the presentation."
Charley said that he knew that there were some Amway distributors who were really making a lot of money, but that it was not the type of business he would be successful in. Amway was not for him. Before John left, he asked Charley if he knew of anyone who would be interested in making a lot of money part-time. But Charley said no, so John left.
Answer the following questions. Then in the space between questions, state why you selected that answer.
Did John and Charley bargain?

A) yes
B) no

Question 31

Explain how networking and/or negotiating have affected behavior, human relations, and performance where you work or have worked.

Question 32

Write a one-minute self-sell to achieve your networking objective from Work Application (3).

Question 33

Write negotiating objectives that include limit, target, and opening objectives and a BATNA.

Question 34

Is networking more important for Avon than for other sellers of similar products through retail stores?

Question 35

How has the Internet affected Avon?

Question 36

The following critical thinking questions can be used for class discussion and/or as written assignments to develop communication skills. Be sure to give complete explanations for all questions.
Think of a past, present, or future negotiation situation. Describe the situation and state what you can ask for in return if you don't get your target.

Question 37

The following critical thinking questions can be used for class discussion and/or as written assignments to develop communication skills. Be sure to give complete explanations for all questions.
You have heard the expression, "It's not what you know, it's who you know, that's important." Do you agree? If it is true, is it fair?

Question 38

The following critical thinking questions can be used for class discussion and/or as written assignments to develop communication skills. Be sure to give complete explanations for all questions.
College students are poor at negotiating. Do you agree with this statement?

Question 39

John Stanton: Amway Charley Roys wanted to get more consulting jobs, so he went to a Rotary International meeting to make more contacts that could lead to consulting jobs. During the meeting he was talking to different people and giving out his business card.
This one guy, John Stanton, said to Charley, "Hi, my name is John Stanton, and I have an interesting part-time business. I'm looking for people to share this business opportunity with. Would you be interested in making an additional $50,000 a year part-time?" Charley said yes, and he tried to get some ideas of what the business was all about, but all John would say was, "Let's meet for a half hour or so and I will tell you about it." So they agreed to meet the next day at Charley's house.
Charley asked John what the business name was, and John said, "Let me explain the opportunity first." John started drawing layers of people, stating how much Charley would earn from each layer of people selling products for him. All Charley would have to do is sign people up like John was doing and the money would come in. The figures were showing that Charley could make $50,000 a year from a part-time business.
Before John finished, Charley asked, "Is this Amway?" John said, "Yes, it is." Charley said, "I've seen this type of presentation before, and I'm not interested in being an Amway distributor." Charley told him that he did not want to sell products. John replied, "That's not where the money is. You don't have to actually sell the Amway products yourself. You just sign people up and get them to sell the products."
Charley said, "How can I expect others to sell the products if I don't sell any? The whole pyramid is based on selling products." Charley asked John why he did not tell him it was Amway when he asked him at the Rotary Club meeting. John said, "Many people have the wrong impression of Amway, and you really have to have time to see the presentation."
Charley said that he knew that there were some Amway distributors who were really making a lot of money, but that it was not the type of business he would be successful in. Amway was not for him. Before John left, he asked Charley if he knew of anyone who would be interested in making a lot of money part-time. But Charley said no, so John left.
Answer the following questions. Then in the space between questions, state why you selected that answer.
Amway's business is based mainly on bargaining.

A) distributive
B) integrative

Question 40

Busted: Delta Tries to Break Pilots' Union Contract
After the September 11 attacks, which led to the decline of the airline industry in the U.S., many of the major carriers in the industry went bankrupt. Delta was one of the few major carriers that managed to stay afloat. However, due to issues like the high cost of pilots, increasing operational expenses and legacy costs, falling yields, and severe competition from low-cost airlines, Delta was losing money. The airline announced that it might have to file for bankruptcy protection if it failed to obtain pay cuts of $1 billion from its pilots, who were the only unionized employees at the airline. It went through hard negotiations with pilots and other employees to cut their compensation, and Delta ended up in Chapter 11 bankruptcy protection.
Through the negotiations, employees did take large pay cuts, but in return they received a substantial financial stake in the company's future through stock ownership. Delta did emerge from Chapter 11, and on September 25, 2008, Delta Air Lines and Northwest Airlines announced that their respective stockholders overwhelmingly approved the pending merger between the two companies.
How is Delta using its Chapter 11 status as a negotiating tactic?

Question 41

John Stanton: Amway Charley Roys wanted to get more consulting jobs, so he went to a Rotary International meeting to make more contacts that could lead to consulting jobs. During the meeting he was talking to different people and giving out his business card.
This one guy, John Stanton, said to Charley, "Hi, my name is John Stanton, and I have an interesting part-time business. I'm looking for people to share this business opportunity with. Would you be interested in making an additional $50,000 a year part-time?" Charley said yes, and he tried to get some ideas of what the business was all about, but all John would say was, "Let's meet for a half hour or so and I will tell you about it." So they agreed to meet the next day at Charley's house.
Charley asked John what the business name was, and John said, "Let me explain the opportunity first." John started drawing layers of people, stating how much Charley would earn from each layer of people selling products for him. All Charley would have to do is sign people up like John was doing and the money would come in. The figures were showing that Charley could make $50,000 a year from a part-time business.
Before John finished, Charley asked, "Is this Amway?" John said, "Yes, it is." Charley said, "I've seen this type of presentation before, and I'm not interested in being an Amway distributor." Charley told him that he did not want to sell products. John replied, "That's not where the money is. You don't have to actually sell the Amway products yourself. You just sign people up and get them to sell the products."
Charley said, "How can I expect others to sell the products if I don't sell any? The whole pyramid is based on selling products." Charley asked John why he did not tell him it was Amway when he asked him at the Rotary Club meeting. John said, "Many people have the wrong impression of Amway, and you really have to have time to see the presentation."
Charley said that he knew that there were some Amway distributors who were really making a lot of money, but that it was not the type of business he would be successful in. Amway was not for him. Before John left, he asked Charley if he knew of anyone who would be interested in making a lot of money part-time. But Charley said no, so John left.
Answer the following questions. Then in the space between questions, state why you selected that answer.
Did John have a good one-minute self-sell?

A) yes
B) no

Question 42

What are your strongest and weakest areas of negotiating? How will you improve your negotiating skills? Include two or three of the most important tips you learned that you will use.

Question 43

John Stanton: Amway Charley Roys wanted to get more consulting jobs, so he went to a Rotary International meeting to make more contacts that could lead to consulting jobs. During the meeting he was talking to different people and giving out his business card.
This one guy, John Stanton, said to Charley, "Hi, my name is John Stanton, and I have an interesting part-time business. I'm looking for people to share this business opportunity with. Would you be interested in making an additional $50,000 a year part-time?" Charley said yes, and he tried to get some ideas of what the business was all about, but all John would say was, "Let's meet for a half hour or so and I will tell you about it." So they agreed to meet the next day at Charley's house.
Charley asked John what the business name was, and John said, "Let me explain the opportunity first." John started drawing layers of people, stating how much Charley would earn from each layer of people selling products for him. All Charley would have to do is sign people up like John was doing and the money would come in. The figures were showing that Charley could make $50,000 a year from a part-time business.
Before John finished, Charley asked, "Is this Amway?" John said, "Yes, it is." Charley said, "I've seen this type of presentation before, and I'm not interested in being an Amway distributor." Charley told him that he did not want to sell products. John replied, "That's not where the money is. You don't have to actually sell the Amway products yourself. You just sign people up and get them to sell the products."
Charley said, "How can I expect others to sell the products if I don't sell any? The whole pyramid is based on selling products." Charley asked John why he did not tell him it was Amway when he asked him at the Rotary Club meeting. John said, "Many people have the wrong impression of Amway, and you really have to have time to see the presentation."
Charley said that he knew that there were some Amway distributors who were really making a lot of money, but that it was not the type of business he would be successful in. Amway was not for him. Before John left, he asked Charley if he knew of anyone who would be interested in making a lot of money part-time. But Charley said no, so John left.
Answer the following questions. Then in the space between questions, state why you selected that answer.
Was John successful at networking at the Rotary Club meeting?

A) yes
B) no

Question 44

Give a job example of how a coalition was used to achieve an objective.

Question 45

The following critical thinking questions can be used for class discussion and/or as written assignments to develop communication skills. Be sure to give complete explanations for all questions.
Can the influencing process really be conducted ethically and in a way that meets the goal of human relations, or is it just manipulation?