146 CHAPTER 4 Managing for Stakeholders and Resolving ConflictsBaturi continued. "This will mean putting two people on the package design. McCutcheon will have to work with Gamm if he is to learn anything. Can your budget stand it?""I'm not sure," Dogers said, "I don't really have any slack in that account, but . .."Never mind," interrupted Baturi, "I can bury the added charge somewhere. I think I'll add it to Baker's charges. He deserves it. After all, he caused our problem."Questions1. What categories of conflict occurred in this proje2. At what stage was the project?3. What negotiation techniques were used here?4. How successful were they?Can you answer these questions please

Case 4.2 Negotiation in Action-The Quad Sensor unless I get some help-quick. It's an interesting problem and Project S. J. Mantel, Jr. I'd like to tackle it, but I just can't. I asked Tab to put McCutch- con on it. He hasn't much experience, but he seems bright." The following case is based on an actual event that demonstrates "I see," said Dogers. "Well. the Quad Sensor package may a non-positional negotiating style. The case provides students be a bit much for a new man. Do you mind if I talk to Tab? with the opportunity to consider the types of conflict that occur Maybe I can get you out from under some of the pressure." within a project and how various negotiation techniques can be "Be my guest!" said Gamm. used to address these conflicts. The next day Dogers met with Tab Baturi to discuss the Dave Dogers, an experienced PM, was assigned the project problem. Baturi seemed depressed. "I don't know what we're of designing and setting up a production system for an industrial supposed to do. No sooner do I get a package design set and instrument. The instrument would undoubtedly be quite delicate, tested than I get a call changing things. On the Evans order, we so the design and fabrication methods for the shipping container even had production schedules set, had ordered the material, and were included in the project. Production of containers capable had all the setups figured out. I'm amazed they didn't wait till we of meeting the specifications in this case were outside the expe had completed the run to tell us to change everything." rience of the firm, but one engineer in the container group had Baturi continued with several more examples of changed worked with this type of package in a previous job. This engi- priorities and assignments. He complained that he had lost two neer. Jeff Gamm, was widely recognized as the top design engi- designers and was falling further and further behind. He con- neer in the container group. cluded: "Dave, I know I said you could use Gamm for the Quad During the initial meetings on the project, which was orga- Sensor job, but I simply can't cut him loose. He's my most pro- nized as a weak matrix. Dogers asked Tab Baturi, manager of ductive person, and if anyone can get us out from under this the Container Group. to assign Gamm to the project because of mess, he can. I know Mccutcheon is just out of school, but he's his unique background. Baturi said he thought they could work bright. He's the only person I can spare, and I can only spare him it out and estimated that the design, fabrication of prototypes, because I haven't got the time to train him on how we operate and testing would require about 4 weeks. The package design around here-if you can call this 'operating."" could not start until several shape parameters of the instrument The two men talked briefly about the poor communications had been set and allowable shock loadings for the internal mech- and the inability of senior management to make up its collective anisms had been determined. The R&D group responsible for mind. Then Dogers suggested, "Look, Tab, Quad Sensor is no instrument design thought it would require about 9 months of more screwed up than usual for this stage of the project. How work before they could complete specifications for the container. about this? I can let you borrow Charlotte Setter for 3-4 weeks. In addition to the actual design, construction, and test work, She's an excellent designer and she's working on a low-priority Gamm would have to meet periodically with the instrument job that's not critical at the moment. Say. I'll bet I can talk An- design team to keep track of the project and to consult on design derson into letting you borrow Levy, too, maybe half time for a options from the container viewpoint. It was estimated that the month. Anderson owes me a favor." entire project would require about 18 months. "Great, Dave, that will help a lot, and I appreciate the aid. Seven months into the project, at a meeting with Dave I know you understand my problem and you know that I under- Dogers, the senior instrument design engineer, Richard Money, stand yours." Baturi paused and then added, "You realize that casually remarked: "Say, Dave, I thought Jeff Gamm was going this won't take much pressure off Jeff Gamm. If you can get him to do the package for the Quad Sensor." the designing help he needs he can get more done, but I can't "He is, why?" Dogers replied. release him for the amount of time you've got allocated for the "Well," said the engineer, "Gamm hasn't been coming to Quad Sensor." the design team meetings. He did come a couple of times at They sat quietly for a while, then Dogers said, "Hey, I've he start of the project, but then young Mccutcheon showed up got an idea. Container design is the hard problem. The pro- saying that he would substitute for Gamm and would keep him duction setup and test design isn't all that tough. Let me have informed. I don't know if that will work. That package is going Gamm for the container design. I'll use Mccutcheon for the to be pretty tricky to make." rest of the project and get him trained for you. I can get Carol Dogers was somewhat worried by the news the engineer Mattson to show him how to set up the shock tests and he can had given him. He went to Gamm's office, as if by chance, and get the word on the production setup from my senior engineer, asked, "How are things coming along?" Dick Money. "I'm up to my neck. Dave," Gamm responded. "We've had Baturi thought a moment. "Yeah, that ought to work," he half a dozen major changes ordered from Baker's office (V.P. said. "But Gamm will have to meet with your people to get back Marketing) and Tab has given me the three toughest ones. I'm up to speed on the project. I think he will clean up Baker's biggest behind, getting behinder, and Baker is yelling for the new con- tainer designs. I can't possibly do the Quad Sensor package job by Wednesday. Could he meet with your people on Thursday?" "Sure, I can arrange that," Dogers said