ADVANCED NEGOTIATION TECHNIQUES

LNI 7°

ANALYSIS OF PERSONALITY TRAITS,

MOTIVATION AND PERSUASION STRATEGIES
FOR A REAL CONFLICT.

MARIA GUADALUPE ESPINOZA GONZALEZ

 MARIA GUADALUPE ESPINOZA GONZALEZ
7th SEMESTER
INTERNATIONAL BUSINESS
The company DIEHL CONTROLS MEXICO is an organization dedicated to the manufacture,
design and innovation of electronic cards for the use of everyday life within white goods, is a
German company that has been successful since 1987 thanks to exporting its products
and leading a good administration.
But over the course of the pandemic, the company's shares and sales have been severely
affected, resulting in economic impacts.
Its products are state-of-the-art and meet today's demand for environmental friendliness. This is
done, for example, by innovative solutions in energy management, developed in the Connectivity
Solutions segment. Together with strategic partners in the field of technology, we present a Smart
Eco System that connects and controls all energy generators, storage units and consumers in a
building or home that at the same time integrate large investment entrepreneurs. Within this
group has with the manager of the company about the forecast of the future of the company in
the situation in which they suffer, since according to the data that is presented to the
manager, shows many unfavorable amounts, that is why it is suggested to close the
company.
The manager of the company together with the directors of each area very concerned
with the situation made the decision to reduce costs and expenses in the company so that
the group can see that the organization is still convenient to maintain, this is how when he
arrives at the company he made many changes such as: lay off people, sell work
equipment and furniture, lower wages.
This situation began to worry the employees of the company since it caused a lot of
uncertainty about the future of them, many did not know how much time they had left in
the company due to the situation of mass dismissal, causing an environment of great
competitiveness and disorganization. This came to further affect the level of productivity
of the company.
To find the appropriate solution to the conflict previously raised it is important to identify
the personality of the participants, not without first mentioning that the 5 personalities
(extroversion, kindness, conscience, neuroticism and openness) are equally important, but
some are even more so at different stages of the negotiations.
From the side of the managers, anxiety and anger were involved in the decisions made, so
he transmitted a feeling of anguish and despair tothe manager and also to his
subordinates. We also identified that many of the decisions involved in the problem were
made based on feelings and interests.
That is why emotional intelligence is so important, being able to control emotions in a
conflict and negotiation is essential to achieve the objectives.
 MARIA GUADALUPE ESPINOZA GONZALEZ
7th SEMESTER
INTERNATIONAL BUSINESS

To solve the problem raised, the following points must be considered:

I. Understand the conflict and listen to the parties involved
II. Assertive communication
III. Negotiation and brainstorming
IV. Exploring alternatives
V. Situation management
There is a conflict of interest involved that must be negotiated and discussed by all
employees, in part, the members of the Group have the objective of getting the most
economic benefit from all the companies to which they invest their money, time and
effort; seeing thatDiehl is not providing enough results, they see the need to pressure the
manager of the company so that he can control the company efficiently and adequately,
changing the way he manages it and thus be able to fulfill the objective of the group.
In this part of the conflict, the group must have the tools to expose the situation of the
company in a clear way, but at the same time friendly and with the disposition of
flexibility, listening and negotiating proposals for improvement with the manager so that
both parties can identify the business objective in the best way and at the same time
providing themanager the ability to manage more reasonably through spoken and
established agreement.
The manager understanding the seriousness of the situation can take actions more
consciously with his collaborators, summoned the staff to clearly explain the condition in
which they are and thus opening the discussion to brainstorm to determine the possible
actions to take for him and his employees. This is to avoid uncertainty in the company and
achieve a more productive environment.
The agreement they managed to reach in the company is:
i. The marketing area will propose new sales and promotion strategies in order to
expand the client portfolio and thus increase sales and income in the company.
ii. Managers of the production areas propose a plan in the manufacturing area
with the aim of reducing wasted products by default so that at the same time
they can reduce production costs
iii. They will be renegotiated with suppliers for a possible price change in the
inputs necessary for the manufacture of products
iv. To avoid overtime, he negotiated with the staff the possible strategies to be
implemented to increase the productivity of the areas in the already
established working hours
 MARIA GUADALUPE ESPINOZA GONZALEZ
7th SEMESTER
INTERNATIONAL BUSINESS
v. Process automation through technology to reduce time and money in all areas
involved in the company.
vi. Establish a motivation plan for employees in order to promote teamwork and a
more enjoyable work environment
vii. The finance area was responsible for rethinking the expenses that the company
in such a way that they can be reduced without affecting the processes in the
company
This is how through negotiation, persuasion, assertive communication, management of
emotions, etc... can meet the needs of the company and the Group.

References:

Ervatos, W. et al. (1983). Winning through accommodation: The mediator's handbook.

Dubuque, IA: Kendall/Hunt.

Fisher, R., & Artel, D. (1995). Getting ready to negotiate: The getting to yes workbook.
New York, NY: Penguin.

How Much Does Personality in Negotiation Matter? (2021, April 16). PON - Program on
Negotiation at Harvard Law School. https://www.pon.harvard.edu/daily/negotiation-skills-
daily/in-negotiation-how-much-does-personality-matter-nb/