John is an office manager at the law firm Janis, Barry, & Thompson. He has been with the firm for 20 years. Gina is a sales representative for Banks Hadley, a B2B office supply chain. She has been with Banks Hadley for 2 years. dreamst ime John has been tasked to save money on office supplies and consumables for 2023/2024. The law firm must tighten their belt due to handling less cases in 2022 and 2023. John normally works with Dave from Office Barn every year. Janis, Barry, & Thompson has an account established with Office Barn and they are able to pay as they go on the company credit card. John and Dave have become good friends; they even go golfing together. John met with Dave last week to see if he had some wiggle room on his usual order and was offered a 6% discount. John happily brought that savings back to the partners of the law firm. The partners told him that he needed to do better since the firm was simply tightening their belt. He walked out of their meeting with his head hung low, and grumbled all the way back to his office. Gina just hung up the phone with John from Janis, Barry, & Thompson. She has a meeting with him tomorrow. She was excited but cautious. In her mind, John sounded rushed, monotone, and gruff on the phone. She decided to stay late at work to get the emailed quote list from John. She wanted to make sure she did sufficient prep for their meeting. She could blow off happy hour with her friends, since this could be a huge account for her. John met Gina in the lobby of Janis, Barry, & Thompson. In the hallway he reminded her that he didn't have a lot of time for this meeting since it was last minute. They went to the conference room to chat. Gina happily gave a 15-minute professional sales presentation (using the emailed quote list from John) and explained that she was able to give a 10% discount if they signed a contract and paid for 50% of their products in advance. John said that he would need an account set up and would need the ability to use the company credit card. Gina said she would be happy to discuss that with her finance department. John told Gina that he needed to discuss this with the partners and that they would be in touch. As John walked back to his office, he thought Gina gave them a decent deal. But he's leaning toward Dave still. There has to be a way he can help Dave win this business. John said to himself "She just doesn't seem experienced enough to handle my orders. I can't imagine working with her. I am used to Dave." As Gina walked to her car she thought "Yikes, that guy was crusty. I gave him the best offer in town. What more could he want? Ugh, I hope everyone in that office isn't like him. I may not want to deal with him as a client." Questions: 1) Can you frame this situation? Use the frames in the book to help answer this question. There can be multiple frames. 2) What is your perception of John? Gina? 3) What are their perceptions of each other? (think perceptual distortion) Is there a cognitive bias? Explain. 4) What was communicated during the negotiation? Any mood or emotion here? 5) What do you think is going to happen? Is there a win/win anywhere here? A win/lose?