©2013 INSEAD Case Study
Also available: Teaching Note
In this negotiation role-play between a promising new hire (Maria) and her experienced boss (Milo) in a large NGO, Maria has an ambitious mandate to develop a new initiative from scratch, while Milo has to tightly control budgets. Disagreement on the budget puts the relationship on a collision course.
Pedagogical Objectives: 1. Diagnosing relationship problems 2. The trust equation (Ability + Honesty + Reliability + Intimacy + Caring) 3. Communication and deteriorating relationships 4. Opening statement 5. Unconditionally Constructive Behaviors 6. Working inside a hierarchical organization