LED 430 Conflict and negotiation for leaders

LED 430 Conflict and negotiation for leaders

PAPER FORMAT:

11″ / 12″ FONT – TIMES NEW ROMAN OR CALIBRI

DOUBLE SPACED THROUGHOUT THE PAPER

TITLE PAGE (APA)…. TITLE IS SAME AS HEADERS, CENTER TOP HALF OF PAGE, NO EXCESSIVE-DECORTAIVE FONTS,,, DO NOT BOLD

TITLE PAGE HAS AUTHOR, NAME OF COURSE, DATE

PAGE HEADERS (APA)

PAGE NUMBERS (APA)

MARGINS (APA)

REFERENCE PAGE – MINIMUM OF 2 REFERENCES – USE THE TEXT BOOK AND REFERENCE BELOW THE ARTICLE. . AT HIS /HER DISCRETION, STUDENTS MAY USE OTHER REFERENCES.

END NOTES / FOOT NOTES – NOT NEEDED

ABSTRACT – CONSTRUCT A VERY SHORT ABSTRACT, THREE – FIVE 5 SENTENCES.

CONSTRUCT TWO PAGES…. DO NOT WRITE NUMBERED QUESTIONS AND THEN ANSWER. STUDENTS SHALL WRITE AN APA STYLE PAPER ADDRESSING THE ISSUES AND ANSWERING THE QUESTIONS IN TRANSFORMATIONAL PARAGRAPHS (SEE BELOW).

-FORMAT and percentage of final grade RUBRIC

20% -INTRODUCTION AND OBSERVATIONS – CURTLY DESCRIBE THE BACKGROUND AND ISSUES/CONFLICTS/REAL DILEMMAS

50% -ANALYSIS AND RECOMMENDATIONS – DESCRIBE PROBABLE SOLUTIONS AND BEST GUESS RESULTS (ENSURE INPUTS ARE FROM THIS COURSE INCLUDING YOUR EXPERIENTIAL KNOWLEDGE… COMPARE AND CONTRAST WHERE ADVANTAGEOUS TO DO SO.)

30% -CONCLUSIONS – POINT OUT POSITIVE AND NEGATIVE CONSEQUENCES OF EMPLOYING OR NOT EMPLOYING YOUR SCRIPTED ANALYSIS AND RECOMMENDATIONS TO THIS SPECIFIC CASE AND POSSIBLY UNIVERSALLY TO OTHER POSSIBLE SIMILAR ECENTS.

ENSURE PARAGRAPHS FACILITATE TERMS, CONCEPTS, THEORIES WITHIN THE VIDEO, TEXT READINGS, BLACKBOARD READINGS & VIDEOS , AND CHAT SESSION LECTURES. EXECUTING THE LATTER ENSURES OPTIMUM EVALUATION RESULTS.

THE FIRST PERSON PRONOUN IS “NOT” PERMITTED WITHIN THIS SHORT PAPER!!!!!!!!!!!!!!!!

This is the Written Assignment (Case):

Phelps, Inc

You are Philip Manual, the head of sales for an office products firm, Phelps, Inc. Your personnel sell primarily to small businesses in the Los Angeles Metropolitan area. Phelps is doing about average for this rapidly growing market. The firm’s new president, Jose Ortega, is putting a lot of pressure on you to increase sales. You feel that a major obstacle is the firm’s policy on extending credit. Celeste, the head of the credit office, insists that all new customers fill out an extensive credit application. Credit risks must be low; credit terms and collection procedures are tough. You can appreciate her point of view, but you feel it’s unrealistic. Your competitors are much more lenient in their credit examinations; they extend credit to higher credit risks; their credit terms are more favorable; and they are more lenient in collecting overdue payments. Your sales personnel are pushing back on you. They frequently complain that they aren’t playing on a “level field” with their competition. When you brought this concern to Jose, he said he wanted you and Celeste to “work things out”. His instructions didn’t give any clues to his priorities on this matter “Sure, we need to increase sales, but the small business failure in this area is the highest in the country, so we have to be careful that we don’t make bad credit decisions.”

Questions to be answered within your formatted paper:

What are the salient situational factors?
What is the most appropriate negotiation strategy?
What advice would you offer to Jose Ortega? Celeste? Philip?
Source: David Whetten and Kim Cameron, Developing Management Skills, 7th edition, Prentice Hall, Upper Saddle River, New Jersey, 2007

Requirements: 3 pages

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