for study question

Flag this Question

Introduction

One theme of this class has been decision making in group settings, and the implications of context and interaction for decision making effectiveness. This exercise gives you a chance to practice applying these concepts in a case study context, via an analysis of decisions made by actors in a realistic setting. Specifically, you were shown a video presentation which traced the efforts of an information technology manager (David Carlson) as he attempted to negotiate the implementation of a new management information system for the (fictional) conglomerate Rosewell, Inc. You are now asked to produce a short write-up analyzing several aspects of the decision making process. This write-up is to be submitted electronically through the Canvas Quiz system, and is due at the beginning of class on Wednesday, February 20.

Flag this QuestionQuestion 10 pts

Please read and accept the following statement:

In accordance with the UCI Academic Senate Policy on Academic Honesty (http://honesty.uci.edu), I certify that the answers here are entirely my own work in my own words, based on the instructions for the assignment, and that I have not received assistance from any other student.

Flag this QuestionQuestion 22 pts

When Carlson began his negotiations, who was initially in support of his efforts?

HTML EditorKeyboard Shortcuts

Flag this QuestionIn negotiating with Stokes and Morris, Carlson discovered that each had particular reasons to support and/or oppose his plan. The following questions ask you to identify some of these factors.

Flag this QuestionQuestion 30.5 pts

For Stokes, identify one factor which made the plan potentially attractive or beneficial to him (or his division generally).

HTML EditorKeyboard Shortcuts

Flag this QuestionQuestion 40.5 pts

For Stokes, identify one factor which made the plan potentially unattractive or detrimental to him (or his division generally).

HTML EditorKeyboard Shortcuts

Flag this QuestionQuestion 50.5 pts

For Stokes, identify one consequence he (or his division) might have faced if he did not agree to participate in implementing the plan.

HTML EditorKeyboard Shortcuts

Flag this QuestionQuestion 60.5 pts

For Morris, identify one factor which made the plan potentially attractive or beneficial to him (or his division generally).

HTML EditorKeyboard Shortcuts

Flag this QuestionQuestion 70.5 pts

For Morris, identify one factor which made the plan potentially unattractive or detrimental to him (or his division generally).

HTML EditorKeyboard Shortcuts

Flag this QuestionQuestion 80.5 pts

For Morris, identify one consequence he (or his division) might have faced if he did not agree to participate in implementing the plan.

HTML EditorKeyboard Shortcuts

Flag this QuestionQuestion 91 pts

To reach a consensus, Carlson had to do more than simply obtain a mandate from Bauers and propose a technically feasible solution. Select one technique from the list below, and briefly explain how Carlson used this technique to help advance the negotiating process (no more than one paragraph). Be sure to identify the technique in your answer.

(1) Attempting to change others’ incentives to make cooperation more attractive;

(2) First obtaining agreement from one party, and then using this to leverage others into agreement;

(3) Framing the desired option in terms of others’ own concerns;

(4) Getting others to initially agree to a small commitment, rather than trying to get full agreement up front;

(5) Identifying others’ incentives to cooperate or resist; or

(6) Using informal communication channels to obtain additional information.

HTML EditorKeyboard Shortcuts

Flag this Question

Closing text

Be sure to check your answers for spelling, grammar, and clarity. Also, remember to verify that you have properly submitted your answers before closing your web browser.