Case study Fadli are the operation manager for a software company since July 2019 and was asked by the General Manager, Mr Zahir to convince 75 employees to use the new software by December 2020,...

Case study

Fadli are the operation manager for a software company since July 2019 and was asked by the General Manager, Mr Zahir to convince 75 employees to use the new software by December 2020, which is a major change and requires a lot of support and training. The software will replace the current human resource management software that the company used. However, Mr Zahir believe that this strategy will increase effectiveness, efficiency, and accuracy to the organization.

Fadli have determined form the personality survey that 35 employees are agree to use the software without hesitation, 29 employees are willing to use but require extensive support and training while 11 employees are seems like doesn't find any needs to use the software.

From the 11 employees that against the decision, half of them are among the senior executive of the company. Fadli is a little worried by their rejection since he need to confront with the senior employees. However, Fadli could not hesitate from shifting the current manual system to the new system they have developed.  As from the 11 employees' opinions, the new software is too digitalized, and they worried it could consume more of time to learn using it and interrupting the time that needs to be used to complete their work.

Question

1. What would be each party's negotiation process? 


2. State either integrative or distributive for each party in each scenario. 


3. Explain the relationship characteristic of parties in the scenario.


4. What will be each party's BATNA? 


5. Identify the BATNA for each party in each scenario.