OAM 432 Quiz 3 Study Guide 2

Amanda Project Conflict

Internal conflict over software specifications; tension between technical innovation and contractual compliance.

Abrams vs. Eldon

Dispute rooted in mistrust, lack of communication, and competing priorities (innovation vs. government specs).

Mediation Opportunity (Amanda)

Cal Johnston acts as a neutral third party to mediate dispute before it escalates to senior management.

Power Dynamics (Amanda)

Abrams threatens to quit, leveraging his high value as a skilled architect; limited budget and looming penalties add pressure.

Caitlin’s Challenge

Self-advocacy negotiation where Caitlin seeks promotion and pay raise after taking on VP-level responsibilities.

Shadow Negotiation (Caitlin)

Beyond salary, implicit dynamics involve recognition, past history with CEO, and gendered expectations.

Strategic Preparation (Caitlin)

Preparing to avoid past pitfalls with CEO George by framing contributions and timing conversation carefully.

Social Sanctions (Caitlin)

Fear of backlash for negotiating assertively—connects to gender effects discussed in class.

Alpha-Beta Licensing Negotiation

Negotiation between companies for robotics licensing; balancing market access vs. future competition risk.

Beta’s Negotiation Style

Formal, indirect, collective, patient, and unemotional approach reflecting cultural norms.

Strategic Interests (Alpha-Beta)

Beta seeks access to Alpha’s vision tech and controlled capital investment; wary of creating a strong future competitor.

Contingent Agreement (Alpha-Beta)

License arrangement phases: sell finished robots first, then allow assembly with technology transfer later.

Culture in Negotiation (Alpha-Beta)

Highlights how cultural styles (e.g., indirectness, patience) affect information sharing and agreement timing.

Gender and Negotiation (Caitlin)

Shows that negotiation outcomes are shaped more by context, expectations, and preparation than gender alone.

Power in Negotiation (Amanda)

Demonstrates how perceived leverage (ability to quit, penalties for delay) impacts negotiation posture and outcomes.

Interest-Rights-Power Framework

Amanda case shows clash between underlying interests (better product) and contractual rights (spec adherence).