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Case study: THE TEMPERAMENTAL TALENT Introduction This case is to illustrate the six-step approach to negotiation. After reading the case, ask yourself the following questions. Did Chris have a clear strategy for the meeting with Mark? How effective was it? Can you identify the different stages of the negotiation? What helped or hindered each one? If you were to coach Chris in a similar situation, what do you think he did well? What could he have done differently and better in dealing with this situation? Background Vincent Randell is the Head of Personnel, at Jordan Tectonics, a small software engineering firm located in the North of England. Ten minutes ago he received a telephone call from Chris Rosen, the Head of Research and Development, who asked to see him urgently. Deeply concerned about the anger in Chris’s voice, Vincent said to cone over to his office immediately. Chris explains the problem ‘Hi Chris, what can I do for you? It seemed really important on the ‘phone’ said Vincent, greeting Chris into his office and inviting him to sit down. ‘He’s done it this time. He’s really gone over the top. This will be impossible to sort out without a battle’ yelled. Chris, getting more and more agitated. ‘OK, calm down and tell me about it. Who is he? asked Vincent. ‘Sorry, it’s Mark, you know our leading software designer, the person Frank was rattling on about at the meeting on Monday, I said I wanted a word about him, but things have just become impossible since then’ replied Chris. ‘So what’s happened?’ prompted Vincent. ‘Well apparently last night Frank went down to the test room to remind Mark about a meeting today with new client. Mark was at his terminal and without turning around said to Frank to wait a minute, then ignored Frank for 15 minutes. Frank suggested that he stopped ‘playing’. Next they had a blazing row and Mark stormed out. What’s worse, he’s not in this morning and the meeting with the client has had to be rescheduled’. ‘Is this the first time