Acatorp Inc is a large maintenance supply company which sells direct to users and to other companies for resale.  Acatorp Inc has many warehouse locations across the country.

 John was the brand-new marketing manager at Acatorp. This was his first manager position in his career and he was so excited. He had been at Acatorp for 2 months now and loved his new team.  They even had a cake to celebrate his 24^th birthday.  His marketing assistant, Darlene, gave him a funny card about being younger than her son. John wanted to make his team proud and do the best job he could.

 Ron was the budget and finance manager at Acatorp Inc. Ron had been with Acatorp since 1990 when he started as a warehouse assistant.  He has done everything at Acatorp and knows this company inside and out. Ron's administrative assistant Jerry calls him the "General". In fact, most of the company calls Ron the "General".  He is often seen walking the halls briskly with a very red face. Ron is the first person in the office and the last one to leave.

 John was tasked to work through the 2023/2024 marketing budget with Ron and his staff. John couldn't believe how little they were spending on digital advertising and recruitment advertising. He knew that Acatorp was struggling to hire drivers and warehouse operators. John spoke with his boss Samantha, the senior vice president of sales and marketing, to let her know that he was going to work on getting a 20% increase in advertising spending for the marketing department.  Samantha told John to meet with Ron as soon as possible. John was puzzled when Samantha told him not to worry that Ron's bark was worse than his bite.

 Ron looked at his schedule for the day and wondered why he had to meet with the "new wonder boy" from marketing this morning. He called Jerry into his office and demanded to know why John was on his schedule. Jerry said that John needed 30 minutes to discuss the marketing budget for 2023/2024. Ron rolled his eyes and said that he didn't need to listen to some kid's demands from HIS budget.  In Ron's mind, the budget is done. He wondered "What could this kid want?  I'm getting too old to play games."  

 John spent a couple days prepping for his meeting with Ron.  He felt extremely prepared.  John nervously thought it would go well since we all should have the company's best interest in mind.  John sat across the conference table from Ron and smiled.  Ron turned around smiled back and threw down his budget folder and said "Convince me to change the 2023 budget at this stage.  You've got 20 minutes and my undivided attention."

 Questions

1. What are the five sequential steps in the perceptual process?  And how do these steps apply to the Acatorp scenario? Using the Acatorp scenario as an example, briefly describe how halo effects are similar but different than stereotypes (make sure you are explaining what these terms are and use the scenario).  How does projection occur in this scenario?

 2. What is framing?  Briefly describe a process frame. When a negotiator has a strong process frame, what are their concerns during the negotiation?  Briefly describe an outcome frame. Negotiators with a strong outcome frame primarily engage in which type of negotiation?  How would you frame the Acatorp example?

 3. Please explain the five categories of communication negotiators communicate during negotiation?  Walk me through a situation of how you would use the three main techniques available for improving communication in negotiation?

 4. The three major forms of listening are passive listening, acknowledgment, and active listening.  Please explain each of these terms and what each form would look like in the Acatorp example?  In negotiation, there are manageable questions and unmanageable questions. Name three manageable questions and three unmanageable questions that John could ask Ron in the Acatorp example.

 5. Using the Acatorp example, define having "power over" another person and having "power with" another person.  Why is power so darn important?  People can acquire legitimate power in four ways, what are they? Provide a single example for each