$0.00 – $6.00
Ron Karp and Bruce Patton
Two-party conversation between an employee and his supervisor regarding the employee's recent poor job performance and potential termination
Jerry has been a steady worker for the company for four years. During the last three months, Jerry's work and attitude have taken a dramatic turn for the worse. Jerry's supervisor does not know the reasons behind Jerry's decline, but the situation has come to the point where the supervisor is prepared to fire Jerry, and is under considerable pressure from management to do so. At the supervisor's instigation, the two are about to meet to discuss this situation.
This exercise can be done between students, or between a student and the instructor. It works well both ways. The issue of firing someone seems to have high general salience. In playing Jerry, the instructor can model the psychological game of "victim." Videotaping participant exercises can produce psychologically rich interactions. In participant-instructor demonstrations, the interaction with Jerry can be followed by a meeting between the supervisor and the supervisor's superior.
Confidential Instructions for:
- All of the above
- Draft Teacher's Note
BATNA; Closure; Commitment; Communication; Compliance; Emotions; Ethics; Fairness; Information exchange; Nonverbal communication; Objective criteria; Options, generating; Personality; Power imbalance; Pressure tactics; Psychological games; Relationship; Risk perception; Separating the people from the problem
This case was designed to explore the psychological games of "victim" and "rescue." By gaining awareness of the archetypes, participants become more sensitive to analogous, but less dramatic, interpersonal dynamics that they encounter in negotiations.
This case provides an excellent opportunity to plan, practice, and test skills in "separating the people from the problem," and dealing with each on their own merits. Dealing humanely with Jerry should not require continued disastrous reliance on his handling of important company business.
The power of good preparation is also apparent here.
|Time required:||Less than 30 minutes|
|Number of participants:||2|
|Teaching notes available:||Yes|
|Neutral third party present:||None|
|Non-English version available:||German, Spanish|