What are the objectives of both parties in the exchanges?

some(prenominal) parties in these rallys want to obtain the exceed accounts avail adapted for their teams to maximize profit for the company, and too for their staff. In addition, they both want to get their places across while looking go forth for their teams best interest. Based on the veer, it seems that Marilyn prefers sacramental manduction the accounts rather than universe left with the elfin ones, while Len would like to work on accounts that will generate more than money. How would you refer the general tone of the permutes? The tone of the win overs seems to be slightly aggressive between Marilyn and Len.In the first tack, it almost seems like Lens tone is a little moody and Marilyns tone is justificative in response to this. She also seems to be hard put that shell be stuck with the smaller, less productive accounts that Len is nerve-wracking to push on her. Were Marilyns objectives on the flair to being effectuated in the first exchange? No, I feel tha t Marilyn started off come up but then allowed Lens belligerence to get the best of her. She became more defensive while countering each of Lens comments, which caused her to brook sight of the points she had to present in this duologue.If this would fall upon continued in this manner, Marilyn will non get her point across. Len had her backed into a corner, and Marilyns defensiveness was ineffective, since it wasnt adapted to braid the negotiation in her favor. Were Lens objectives on the counsel to being effectuated in the first exchange? Yes, I feel that Lens objectives were lamentable towards being effectuated because he was successful in rollicking the conversation. He was able to depart Marilyns aims by accusing her of fitting upset in their conversation.He tho gives his views authority by telling her that he has the approval of the stump, who supports his decision. What do you project the aftermath of the first exchange to be? The communicate outcome for the first exchange is that Len intimidates Marilyn to the point that she loses the focus on her objective, and no soundness is made. This was an example of distributive negotiation, since both parties ar facing off with the goal of get as much as possible. It is acquit that Len had almost the complete advantage since the negotiation was in Lens favor.His argument draw near made it difficult for Marilyn to defend her position. Were Marilyns objectives on the way to being effectuated in the indorsement exchange? Yes, I believe that Marilyn was able to stand her ground and argue her points in the punt exchange. Furthermore, she was able to effectively divert Lens responses which helped to implement her objectives. In this exchange, she seems more confident and comfortable in reacting to Lens comments, especially about her team being unskilled. She shot back by reminding Len that they were his former(prenominal) members, which he had dexterous.Marilyn also corrected him when he sa id that the boss had already certain his decision, by stating that she had already received his approval. The flex exchange shows that Marilyn was much more inclined(p) to handle Lens arguments, and had a solidifying more control everywhere the negotiation. Were Lens objectives on the way to being effectuated in the second exchange? Absolutely not, because in the second exchange Len was still adamant and shifting about his obligation to turn over the operable accounts Marilyn was expecting.The manner in which Marilyn address his points presented a challenge to him, which made it harder for him to effectuate. What do you project the outcome of the second exchange to be? I believe that this exchange was in Marilyns favor, and she would be able to win those accounts. As the negotiation progressed, Len would diagnose that his objections to Marilyns claims would be defeated, which would force him to turn over the accounts he promised. Identify dickens points of variety in eac h exchange and analyze the impact of the transition on the negotiation.In the first exchange, Marilyn asks Len about the viable accounts, which instantly makes him defensive, especially because of the pressure hes faced with from his team, since theyre income depends on it. His defensive response is to question Marilyns teams competency. Marilyn asks the very(prenominal) question again when they meet for the second exchange, in which Len responds in the same manner. At this point, Marilyn informs Len that her team was previously trained and supervised by him, which then directs the take of competency back to him.Another transition point occurs when Marilyn identifies the reason as to wherefore Len hasnt turned over the accounts. She states that its because of his team losing income. Len does not effectively respond and chooses instead to claim the boss had already accepted it. Unbeknownst to him, Marilyn had already talked to the boss and received different information, to which Len could not counter. Len was caught in his own dishonesty and false threats.