Garry had worked at CoverMe Insurance for the last 10 years He had started out on the front desk and then had progressed into the claims department and now was in sales. He loved his job and got along with everyone in the office. Garry started the social committee and really brought life to the office. He always had some fun ideas for the staff to keep them engaged and quite often helped staff to deal with difficult clients or personalities that came into the office. Garry had a way of making people feel comfortable and heard, sales was the right place for him as his clients loved him and he could virtually sell anything to anyone. His sales numbers were really good, and would be even better if he were out of the office more but he liked to spent time with his peers and as a result he was well respected by his peers. He was even asked to help out clients who had complaints about other salespeople, and who were unhappy with their products.

Garry thought that he would work for about another 10 years and then retire. He had been diligently saving up his money and sometimes was downright frugal to save money. One example of his frugality was his car; he drove a 2005 Toyota, that had over 200,000 km. Garry refused to buy a new one commenting that he was saving up to retire and move to an island where he did not need a car. He took great care of his car and maintained it to keep it running, the last thing he wanted was to have his car die and he would have to buy a new one.

Lisa was relatively new to CoverMe Insurance and had been hired away from the competition because of her impressive sales record. Lisa had been with the company for about a year but did not really know anyone because she spent all of her time in her office or meetings with clients. Lisa was an aggressive salesperson and sometimes an abrasive personality. Some clients complained that they had been bullied by Lisa to upgrade their insurance or buy coverage they did not need. Lisa resented that the company would send in sweet talking Garry to smooth things over. Lisa was an aggressive salesperson because she needed to be, she grew up in a family with 4 brothers where it was expected that she would make meals, clean and stay and take care of the men in her life. Lisa worked hard every day to prove that she was just as good as any of the boys. She felt men always had it so easy they just sweet-talked women into doing what they wanted, and women did it, well not her! She had plans to start her own insurance firm and wanted to get as much experience as she could at CoverMe. She worked 10-hour days and often met clients on the weekend, to get ahead and live the life she deserved. Lisa had just treated herself and bought a new 2022 Audi SUV. She loved everything that the new car represented, success, sophistication and money.

CoverMe insurance was located in a West Edmonton office building a little off the beaten path. There were 22 surface parking spaces out back of the building with no plug ins. There were also 5 underground heated stalls with a secure automatic garage door. The top sales agent had just retired from the company and now one of the 5 underground parking stalls was available. The Director of Sales asked if Lisa or Garry wanted the stall, both were eager to get their vehicles out of the snow, wind, hail and potential thieves. The thought of heated secure underground parking was appealing to both. The Director indicated that she would leave it up to the two of them to work out who got the stall.

Lisa indicated that since the stall was previously used for the top salesperson that she would automatically get it. Garry noted that the previous salesperson had also had the longest seniority with the company, so based on that logic he could get it. Lisa responded that Garry did not need to park his piece of crap car underground, whereas she had a new vehicle.

The negotiation was on!

Consider the Interest Based Negotiations and answer the following questions.

1. Identify an issue in the scenario. [1 mark]

2. Give two examples of questions that you might use to discover an interest of Garry or Lisa's [2 mark]

3. Summarize two interests of Garry [2 marks]

4. Summarize two interests of Lisa [2 marks]

5. Summarize one common interest of Garry and Lisa. [1 mark]

6. Based on the scenario, provide a list of 3 BATNA alternatives for Garry , identify the best BATNA and explain why. [4 marks]

7. Based on the scenario, provide a list of 3 BATNA alternatives for Lisa identify the best BATNA and explain why. [4 marks ]

8. What might be a possible win/win solution for both of them? (1 mark)