Organisational Behaviour

This document explores the concept of organisational behaviour and its impact on the negotiation process. It discusses the interests, goals, and values of both parties involved, as well as barriers and motivators in negotiation. The document provides insights into the perception and influence of each party, their attitudes towards negotiation, and their personal values. It also covers the barriers and motivators they face, as well as their expectations and fears. The document concludes with a discussion on the key objectives and alternatives for reaching a successful negotiation.

Running head: Organisational Behaviour
Organisational Behaviour
Name of the Student:
Name of the University:
Author’s Note:

2ORGANIZATIONAL BEHAVIOUR
If you need more space and can’t fit your answers in the complete canvas, you can use this template:
The complete Canvas
Me My Counterpart
The centre of the Canvas

3ORGANIZATIONAL BEHAVIOUR
Me
Interest
What really counts for me?
Honesty counts for me. I think that this is one of the most important qualities that is needed both in professional and in personal form of negotiation. I do not find it good to cheat or lie to them for proving my point. I feel that no
matter what is the matter or how serious is the issue one must never make use of any dishonest means. I also count for a good and polite behaviour. I think that both in personal and in professional negotiation field one must be able
to talk or interact in a very kind and gentle way. I do not like to talk to people in a very rude manner.
What is important for myself privately/business-like?
Privately, I always like clarity and transparency. I do not want to carry on any negotiation or any conversation based on the made up or unreal facts. In the business fields or professional fields, I always try to maintain a proper
accountability. I make sure that I am taking the entire responsibility of my work. I do not believe in shifting the blames onto other or escaping any mistakes.
Which personal goals to I pursue?
 Decision making skill-I think that in order to solve any issues being personal and professional fields I need to have a proper decision making skill so that I can take apt decisions without wastage of time.
 Anger management-I have realized that I often get angry when unable to handle the pressure. This might make me shout at people and it will lead to ruining of relationships. Thus I have to make sure that I am being able to
keep my emotions under control
Do I have a hidden agenda?
My hidden agenda is to arrange for mental and physical health counselling campaigns for employees in future. As mentioned earlier I often get nervous and stressed out when I feel a lot of pressure. In order to manage the
workplace or personal stress, I will have to take short breaks and refresh my mind. This campaigns will help me to learn the anger and stress management tips without making much expenses.

4ORGANIZATIONAL BEHAVIOUR
Influence
Who influences me?
I have been influenced by my boss
My boss, my partner, the market,..?
My boss influences me because he is a very hardworking person. At the same time he shows a
brilliant skill of negotiating or solving conflicts. I have seen him arrange all his workers into teams
and motivating them to undertake many group based or team based activities. Human Relations
Behavioral Theory is one of the important organizational behaviour theories that is implemented
by my boss. I think that he knows just his right ways of empowering all his employees. After joining
this organization I have always got a very employee friendly work ambiance. My boss makes sure
that all the employees are getting a flexible shift to manage their work and their family as well. He
makes sure that all the employees are being included in the decision making process. He makes sure
to reward and recognize the efforts of all his employees in order to motivate them and empower them.
How am I influenced?
I am influenced by the personality of my boss. He follows the decision making organization theory in
a proper manner. He makes sure to reach to the core of every matter before taking any decision. As
per my perception I will have to follow his tactics of active listening and wise decision making.
Stress, pressure,..?
I have always felt a huge issue with the workplace stress. I often try to finish all the work within the
given deadlines. However I am capable of stating punctual in all m y work but I often suffer due to
the lock of important details in the assignment. This often makes me face a huge competition by my
competitors. Apart from this, I also lose control over my emotions under huge stress and pressure.
This might end up in a huge loss. For an instance if I am seeling any product to any customers I will
have to negotiate in a very gentle and polite tone. If I cannot control my emotions and become rude,
then there is a chance that I will be losing the deal.
Perception
How do I perceive my counterpart?
I perceive my counterpart as powerful and capable of winning over the deal.
Which negotiation power does he/she have?
He has a very good listening quality. He is an active listener and also of a very calm and composed nature.
Which preoccupations do I have?
I have the preoccupation of devoting too much time on one particular aspect of the project in order to perfect it. This might
often lead to the missing of the deadline.
Which chances/risks can I see?
I see that there is the risk of not being able to finish the work within the assigned deadline as I will be busy in adding too
much detail to one particular aspect of the project.

5ORGANIZATIONAL BEHAVIOUR
What is expected of me?
It is expected by my Boss that I will be able to negotiate with the customers in a proper and tactful
manner. I must be able to select the products, keep customers happy and at the same time represent
the company properly.
Is my success hindered by the
weight of expectation?
These are the basic and common bars of expectations set against me. I will use these as the triggers
for becoming successful rather than treating them as hindrances.
Behaviour
Which negotiation type am I?
I am the win win type negotiator. I always try to make sure that the negotiation process. Win Win process is helpful whether in the personal or in the professional lives negotiation. This makes sure that both parties are able to make
some productive end results and no one is a loss.
Which attitude do I have towards the negotiation?
I always try to keep a positive attitude so that all the employees are able to make something good out of the negotiation process. This is because at the end of each deal I want to make money. However I do not want to neglect the
interests or the needs of all other employees who work for the overall success of the organization. I feel that Servant Leadership Behavioral Theory must be incorporated within the organization in order to understand the issues
from the viewpoints of the employees. Thus I follow this positive and friendly attitude so that both the parties can reap the benefit from their investment. Having a positive and unbiased attitude towards negotiation process will
help me in understanding the viewpoint of the other part as well.
What are my personal values?
My personal value is to carry on any negotiation process in a healthy and ethical manner. I make sure that none of my actions are hurting the emotions or sentiments of the other party.

6ORGANIZATIONAL BEHAVIOUR
Do they interfere with the negotiation?
They positively impact the negotiation process. In the personal life and also in professional life, this helps in taking care of the interests of all the people involved in the negotiation process.
How will I behave during the negotiation?
I will stick to my personal values of honesty and gentle nature. I will also avoid using any improper or unethical means.
Which information can I share?
I can share the information about connecting with the emotions of the customers and being totally honest about the products while negotiating the price with them. I will not falsify any product information just to take a hugher
price from the customers or to satisfy my personal sales target.
Barriers
What frustrates me?
I get frustrated by the imperfections or mistakes that I make.
What do I fear?
I fear loss of my job or stakeholders escalating against my behaviour.
Which barriers can I identify?
My anger and sudden emotional outbursts are the barriers. I have to realize that it is very natural to
have a huge amount of pressure or workplace stress. I will have to overcome these barriers by making
myself accustomed to the pressures.
How do they influence me?
Unchecked emotional outburst will negatively impact my professional career. Thus I will have to
keep my mood swings and emotions within control.
Motivators
What motivates me?
Active support from my boss and a proper reward and recognition process motivates me.
Which outcome do I want to achieve?
I am able to carry on the negotiation process in a very happy gentle an d healthy manner without making haste or jumping
onto any sudden decisions.
How do I measure that success?
I will measure success from the ratings and feedbacks of my boss, colleagues and business partners.

7ORGANIZATIONAL BEHAVIOUR
My Counterpart
Interest
What is really important for my counterpart?
Winning and earning good name for the organization that he represents. He makes sure that he never loses the deal that he is being assigned with. Hard work and determination are his strengths. He proceeds in the negotiation
process with a hard core competitive mind set to defeat his counterpart.
What is important personally/business-like?
Personally he is of a dominating nature and wants people to agree to his decisions. In the professional field he does not like being intervened or guided by anyone. Independence and freedom are his prior objectives.
Which goals does he/she pursue?
He wants to work over his goal if getting a promotion within a very short period of time.
Does he/she follow a hidden agenda?
He has the hidden agenda of getting his subordinate promoted to the post of an assistant manager. However he will do this to reduce his personal work load and get the assignments done by his subordinate. However he wishes to
reap the benefit out of it by showing that he is doing a huge amount of work.
Influence
How does my counterpart perceive me?
Perception
Who is influencing my counterpart?

8ORGANIZATIONAL BEHAVIOUR
He perceives me as a fresher and inexperienced employee.
Which negotiation power does he/she see in me?
He sees the Bargaining Leverage type of negotiating power within me. He feels that as I am not of much experience I do not have
any such knowledge or formal authority in this context. Thus I will not be able to carry on the negotiation properly.
Which preoccupations does he/she have?
He has the pre occupation of dong an extensive market research.
A preoccupation of winning at all costs
Which chances/risks can he/she identify?
The risk is becoming way too ambitious which might make him use any improper or unethical means to win.
Market. He is much influenced by the changes in the needs and demands of customers in the
market.
Boss, spouse, partner, markets?
How is he/she influenced?
He is influenced by the overall ongoing market trends. For an instance if he realizes that fairness
creams are in huge demand over the last few months, he might go to any levels for maximizing
the sale of the fairness products.
Stress, pressure,..?
He is able to manage the workplace stress and pressure as he is of a cool and confident nature
What is expected of him/her?
It is expected that he will be able to maximise the sale of the company products while
negotiating with customers.
How are the influencing him/her?
He is getting positively influenced as he is pitting in all his handwork. However an extremely
competitive nature might often trigger him to harm the other parry severely.
Behaviour
Which negotiation type is my counterpart?
Adversarial Negotiations
Which attitude does he/she have towards the negotiation?
A highly competitive and ambitious nature is always shown by my counterpart.

9ORGANIZATIONAL BEHAVIOUR
What are his/her personal values?
The personal values of my counterpart is to work independently without getting any interventions from anyone
Do they interfere with the negotiation?
Yes. In the act of being too ambitious and of a competitive nature, he often passes rude comments and uses unethical measures to win.
How will he/she behave during the negotiation?
I feel that he will become very rude and this might disappoint the person on the other end.
Which information might he/she share?
He will share the information about his knowledge and the extensive market research analysis that he always undertakes.
Barriers
What motivates my counterpart?
Discipline and hard work
What does he/she want to achieve personally?
Personally, he wants to achieve good name in the organization and get promotions to the post of a manager within a very short time
span.
How does he/she measure success?
Motivators
What frustrates my counterpart?
Suggestions or feedbacks shared by other people frustrate him.
What does he/she fear?
He fears his competitors rising above him in workplace
Which barriers can he/she identify?
New employees with an extensive knowledge seems a big threat for him

10ORGANIZATIONAL BEHAVIOUR
He measures his success by the number of promotions that he gets and also by counting the number of deals that he won. How do they influence him/her?
He gets angry and escalates against the opposition part whenever someone tries to cross
question his points. This unofficial attitude impacts his career in a negative manner.
The centre of the Canvas
Key Objectives
Which objectives do I have to reach?
I have to reach the objective of meeting my deadlines along with
complete inclusion of all possible data.
Plan B
Which alternatives do I have?
My BATNA, or best alternative to a negotiated agreement-
Alternative is to understand the customer needs. If I am selling a product
that is premium and is not available in a large number, then I will be only
Relationship
How do I and my counterpart relate to each other?
We relates to each other because at the end of the day our motif is to
reach to a solution and earn good name for our company that we
represent.

11ORGANIZATIONAL BEHAVIOUR
How do they look like in a s.m.a.r.t. sense of way?
(specific-I have to always complete assignments within the client
deadline
Measurable-I will measure the success from the appraisal ratings and
feedbacks
Accepted-The management will accept me as a sensible employee only
when I develop an all round quality of meeting deadlines along with
superior quality work
Realistic-It is a realistic goal as perfection and punctuality both are taken
into account during employee appraisals.
Timely-I will achieve these goals within a time period of 3months)
Which must-haves/nice-to-haves do exist?
MUST HAVE
 A uninterrupted concentration power
NICE TO HAVE
 Ambitious and competitive nature, with non severe harm to the
opponent
Are there any sub-goals or underlying boundaries?
Subgoals that I want to achieve in the course of my career. This will help
me to develop an all round quality.
pushed to a small limit of giving discounts.
Can I find additional alternatives?
Sales target is another additional alternative. If I feel that it’s the end of
month and I need to meet the target somehow, then I will be pushed to a
greater limit. I will give good number of discounts so that the producers get
sold somehow and I achieve the target.
What happens if we do not close the deal?
The deal will continue and will lead to confusions and disagreements
Where is my personal LIMIT?
My Personal limit is till my counterpart is within a certain level of decency
and is hearing to what I have to say.
Where do I leave the negotiation?
I leave the negotiation only after we reach to a proper, positive and healthy
outcome. I do not like leaving tasks halfway.
How can I retreat from the negotiation?
How can I escalate the situation?
I escalate situations only when it goes out of control. For an instance I
escalate against my counterpart if he gets too personal and passes rude
unethical comments.
When is it time to escalate?
It is time to escalate when the counter part is trying to dominate on me and
overhearing my feedbacks
Did we have a relationship in the past? How was it?
We have a totally professional relationship. We came across each other
since last 1.5 years after I joined the organization as a sales executive.
Which kind of relationship will we pursue in the future?
We will try to work as responsible co workers in future. We will support
each other during need.
Do I have to keep some doors open? Which ones?
I have to keep the door open for criticisms and advices. As my
counterpart is my senior colleague he does have some brilliant expertise
and experience. Thus he will help me to work over my mistakes and give
some valuable advices.
Is the relationship short- or long-term?
I will try to make this a long term relationship. As we are working in the
same organization, it’s better to keep good terms with him. Though there
are small misunderstandings but gradually we can learn from each other
and overcome the same.

12ORGANIZATIONAL BEHAVIOUR
Key Arguments
Which arguments do I have?
I want to argue that being tenure does not always prove that one is right.
One must always include the views of others before taking any important
decision.
How do they aim to my counterparts’ interests?
This will help my counterpart realize that negotiation is not about proving
ones’ dominance.
Which chains of arguments can I state?
I can state that as I am of an empathetic nature, I know how to connect
with the emotions of the customers while negotiating with them.
What are my strongest/weakest arguments?
My strongest argument will be the positive feedbacks that I have got from
my customers and co workers. My weakest argument can be that I often
miss out some important points of the project as I stay in a huge hurry to
meet deadlines and to achieve perfection in all parts of the project.
How may I counter my counterparts’ arguments?
I will counter by saying that as times we need to adhere to the emotions
and sentiments of the customers while selling any goods to them rather
than thinking about only our sales target
Can somebody support me?
My boss will surely support me as he follows a Servant Leadership
Behavioral Theory. He will see the matter from my view point and guide
me.
Point of Interest
Which shared interests exist?
Shared interest is maintaining a decency and respect while carrying on the
negotiation process.
Why are we sitting on the negotiation table in the first place?
We are sitting on the negotiating table because we are co workers and have
been assigned with a task of preparing an add campaign for fairness beauty
product for the target customers.
Which shared opportunities can we identify?
We can be successful if I developed an active learning skill and market
research skill like him. On the other hand he has to use the opportunity of
raking feedback of his counterpart before jumping to conclusions.
What have we already agreed upon?
We have agreed upon overcoming our areas of weakness
Which range of negotiation do I have?
I have a moderate negotiating range as I am new and I still need to learn a lot
Which range of negotiation does my counterpart have?
He has a high negotiation range
Where do they overlap/intersect?
They intersect at a point where we act as a team and try to cooperate with
each other rather than fighting
What does this mean for both of us?
This means that following the collaborative negotiate type will be useful. We
can treat this as win win type negotiation where both of will reap out some
Key Objectives
Which objections does my counterpart have?
He objects me if I want to share any feedback or opinion. He does not
like when I try to cross any of his points.
Which interests lie behind them?
The only interest is to prove the dominance and win in the negotiation
process.
How could he/she counter my arguments?
He often tries to take undue advantage of his temerity and counters my
points. He feels that I do not conduct any market research
What are his/her strongest/weakest arguments?
The weakest argument is that as he is tenure he knows the process of
negotiation better. Strongest argument is he has
Which chains of arguments can he/she have?
He will state that as he has a record of meeting sales target in the past, he
cannot ever be wrong in his ways
Does he/she get any additional support?
No, he does not get additional support because of his rude and
dominating nature.

13ORGANIZATIONAL BEHAVIOUR
kinds of benefits.
Give
What can I offer to my counterpart?
I can offer values about having a healthy and positive mindset. However competitive nature is really beneficial in
this era of rapid advancements. However the negotiation must not subject the other party to any serious harm.
Money, time, values, rights, products, services...
What do I want to offer?
I want to offer some values and time. I am ready to take some free time and interact with each other so that there
is better understanding
Which compromises can I make?
I can compromise by working some extra hours after my shift time is over.
Which room for negotiation do I have?
I will try to negotiate in order to work over my listening skills, I often become very restless and miss out
Take
What does my counterpart offer?
He offers the value of having a calm, composed and organized nature
How much is he/she offering?
He is offering me some important and valuable tips on how to work over my negotiation projects in the long run.
Which compromises would I have to commit to?
Compromises like working some extra hours in order to analyse and sort out the possible issues.
Is the offer in accordance with my goals?
Yes, it is in accordance with my goals as it will help me to finish the work within a given time without getting
nervous. I will be able to proceed in an organized manner without losing any importann details in my negotiation
assignment.

14ORGANIZATIONAL BEHAVIOUR
important facts on what the other part has to say. Which must-haves will be fulfilled?
Competitive and ambitious spirit is needed in order to succeed in the long run. However the goal is not to cross
any extreme limits which might harm the party on the other end. At the same time, a competitive and ambitious
nature will help me to follow the process of constant improvement.
Which nice-to-haves do I get?
 A cool, composed nature
 Active listening skill
 Competitive and hardworking nature
Does the offer feel good?
Yes, it feels good as it helps me to understand the possible grounds of difference between me and my colleague.
This has helped me to interact his point of view and also describe about mine.