Chapter 6: Introduction to Negotiating

Question 1

TSgt West contacts the Vehicle Distribution Flight and says, “I would like to request a large truck to haul away some old office equipment.” The dispatcher on duty, SSgt Freeman replies, “I have one truck available, but you would need to return it by noon today so I can support another high-priority request.” West says, “That won’t work. I’ll need it for at least two days.” After some thought Freeman says, “Could you wait until tomorrow? That way I could use the vehicle to support this other requirement and you can use it for the rest of the week.” West tells Freeman, “I understand the position you’re in and will gladly stop by in the morning to sign out the truck.”

This scenario BEST illustrates the use of the _____________ strategy for negotiating and its impact of NCO effectiveness.

a. settle
b. comply
c. cooperate

Answer 1

c. cooperate

TSgt West and SSgt Freeman cooperate which, according to the Introduction to Negotiating chapter, is useful when a party desires to achieve a mutually satisfying outcome while simultaneously managing the relationship. SSgt Freeman attempts to achieve a mutually satisfying outcome as evidence by the statements, “Could you wait until tomorrow? That way I could use the vehicle to support this other requirement (Freeman’s need) and allows you to use it for the rest of the week (West’s need).” West, in-turn, acknowledges the challenge Freeman is facing (supporting West and a high-priority request) and agrees to his offer, which supports not only the tasks at hand but the relationship as well.

Question 2

After failing their Operational Readiness Inspection (ORI), SSgt Shire must prepare her work center for the re-inspection. After taking into account the experience of the Airmen she has available to help, she calls a team meeting and opens it by saying, “We only have a few weeks left before the re-inspection and a passing score is absolutely necessary. Therefore, I have created a plan to review every item on the ORI checklist. To accomplish this, I have assigned you to teams to work specific sections of the checklist.” Shire closed the meeting, answered a few questions, and reconciled a heated debate among the Airmen. Shortly after, she overhears a few Senior Airmen complaining about their assigned tasks.

SSgt Shire’s ____________, will MOST likely ___________ her effectiveness.

a. consideration of the who, stakes, and situation; enhance
b. disregard for the who, stakes, and situation; hinder c. use of all her personal and position powers; enhance
d. misuse of all her personal and position powers; hinder

Answer 2

a. consideration of the who, stakes, and situation; enhance

SSgt Shire’s consideration of the Who, the Stakes, and the Situation will most likely enhance her effectiveness. According to the Introduction to Negotiating chapter, the ‘Who’ refers to people you are you dealing with. The ‘Stakes’ are what you stand to gain or lose…important/trivial. The ‘Situation’ refers to the criticality of the situation (time-sensitive, life threatening, etc.) SSgt Shire considered the ‘Who’ as indicated by the statement, “After taking into account the experience of the Airmen she has available to help…” She considered the ‘Stakes’ as indicated by the statement, “…a passing score is absolutely necessary.” She considered the ‘Situation’ as indicated by the statement, “We only have a few weeks left before the re-inspection…”