Marilyn and Len Exchanges

May 5th, 2015
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The objective of Len’s team is that they do not want to lose their large commissions. He seems to want to assign the small accounts to Marilyn’s team and let them build the accounts up. He is trying to re-negotiate the accounts that are taken from him. Marilyn has been tasked with setting up a new team of high technology accounts.

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Marilyn and Len ExchangesMarilyn and Len ExchangesMarilyn and Len ExchangesKeller UniversityHR 595ON Negotiation SkillsThe objective of Lens team is that they do not want to lose their large commissions. He seems to want to assign the small accounts to Marilyns team and let them build the accounts up. He is trying to re-negotiate the accounts that are taken from him. Marilyn has been tasked with setting up a new team of high technology accounts. The particular accounts have already been selected and negotiated. The tone of exchange A is Defensive on her end and he challenges

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