Your firm would like to purchase a very important piece of equipment from a supplier in South Africa. The Purchasing and Supply Chain Manager who has been sent to South Africa to procure the item has faxed back the following information: Appraised value = K6m, suppliers desired price = K6m, your companys desired price = K5m, your BATNA = K5.5m, suppliers BATNA = K5m.

From the data given above:

a. Draw a diagram to present the scenarios in this negotiation situation. (15 Marks)

b. Determine the bargaining zone and show it on the diagram. (5 Marks)

b) Draw and use the job characteristics model (JCM) to explain how employee

motivation works in organizations. (10 Marks)

c) SiteROCK employees are required to read through several 3-inch-thick binders of standard operating procedures before they can work in the command centre. As each shift comes to an end, the staff must shuffle through 90 minutes of paperwork before handing over the keys. Not everyone would be able to do this job. You have to be able to follow directions and follow the processes, says Lori, a customer-support specialist at SiteROCK.

Use the Burns and Stalker Model to determine the structural organization of

this company and state the merits and demerits of this structure. (6 Marks)