Negotiation Style | ORANGE Multinational Company

Running head: NEGOTIATION STYLE
NEGOTIATION STYLE
Name of Student
Name of the University
Author Note

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Table of Contents
Negotiation style..................................................................................................................2
The key players of the fictional case study..........................................................................2
The unethical situation.........................................................................................................3
Response based on the ethical situation and the steps followed for the same purpose.......3
The way my decision will affect the key players of the case study.....................................5
References............................................................................................................................6

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Negotiation style
In order to overcome the present situation of conflict that is being faced by ORANGE
Multinational Company, it is necessary to resolve the conflict using the collaboration negotiation
style as that can help in meeting the needs of both the parties and both the parties will feel that
they are being heard in the organization. The collaborating style of negotiation is the one that
support honest and open communication between the parties engaged and moreover this
negotiation style aims at finding a solution that can help both the parties in achieving a win-win
situation. And moreover this style of resolving conflicts by exploring novel and new solutions
and therefore provides for consideration of a new of alternatives. This negotiation style is high in
cooperativeness and assertiveness. According to the test results undertaken by me to identify my
negotiation style, I have collaborating negotiation style.
Figure 1: Negotiation style
Source: (Caputo et al., 2019)
The key players of the fictional case study
The key players in the fictional case study comprises of three main parties- Ahmed is the
owner and CEO of the company and is from Oman, the second party is Mohammed who is the

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manager of the Company and is a citizen of India and he is about 55 year old. He has been
associated with the company since its incorporation. The third party comprises of four employees
three men and one female and they are from Oman. The employees feel the CEO has a soft side
for Mohammed as he is approaching his retirement and therefore he adopts favoritism within the
organization. And as a result Ahmed is not liked by his employees (Coburn, 2015).
The unethical situation
The unethical situation in this case study is that Ahmed has been approached by a group
of employees who are accusing Mohammed and are for some serious action to be taken against
Mohammed as they have seen him stealing 5 iPhones when Mohammed thought that no one was
looking and moreover the group of employees said that Mohammed had been engaged in the
same for some time as it was not the first time they had seen Mohammed doing the same.
Moreover when Ahmed asked Mohammed to show his locker he said a straight no as he wanted
Ahmed to trust the fact that he would never do something like that.
Response based on the ethical situation and the steps followed for the same
purpose
Ahmed in this unethical situation should carry out sessions with all the engaged parties
individually before reaching any conclusion such that both the parties got equal chances of being
heard. Moreover he should also discuss the same with Mohammed to understand his point of
view and to know what he has to say about the incident. Then he should also discuss with the
employees to hear their perspective and try to understand why they not approached him the last
time the incident had happened in the organization (Hofstede, 2019). Therefore Ahmed can make

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use of the framework of Giving voice to values or GVV for carrying out ethical decision making
in the organization.
The way my decision will affect the key players of the case study
The decision that will ultimately be taken by Ahmed can help in overcoming all trust
issues in the organization by ensuring proper communication within the organization. The group
of people working for the company and who feel that favouritism is done in the organization will
be able to know the truth. Moreover Mohammed with also be able to maintain his reputation and
goodwill if the framework of GVV is applied (Mintz, 2016).

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References
Caputo, A., Ayoko, O. B., Amoo, N., & Menke, C. (2019). The relationship between
cultural values, cultural intelligence and negotiation styles. Journal of Business Research, 99, 23-
36.
Coburn, C. (2015). Negotiation conflict styles. Retrieved from.
Hofstede, G. (2019). National Negotiation Styles. Processes Of International
Negotiations, 193.
Mintz, S. (2016). Giving voice to values: A new approach to accounting ethics
education. Global Perspectives on Accounting Education, 13(1), 37-50.