NORWELLAH D. MACMOD 2BPA-D
W
CHAPTER 4
CHAPTER 4: REINFORCEMENT
ESSAY ON “THE ART OF NEGOTIATING” BY RICK A.
MORRIS
In his essay, "The Art of Negotiating," Rick A. Morris
highlights the importance of mastering the art of
negotiating in both personal and professional life.
Negotiation is a complex process that involves
communication, active listening, and creative problem
solving. Morris emphasizes that successful negotiation
requires a thorough understanding of one's own goals
and objectives as well as those of the other party.
Morris also stresses the significance of effective
communication during negotiations. He suggests that
negotiators should be clear, concise, and confident
while expressing their ideas and needs. Additionally,
active listening is an essential component of negotiation
as it helps to identify potential areas of compromise.
Morris provides practical advice on how to negotiate
effectively by identifying and understanding different
negotiation styles, developing a clear understanding of
one's own goals and priorities, and recognizing potential
barriers to reaching an agreement. He also stresses the
importance of active
listening and being able to adapt to changing
circumstances during negotiations. He emphasizes the
importance of effective negotiation skills in both
personal and professional settings. Morris argues that
successful negotiation requires a combination of
communication, preparation, and flexibility. Finally,
Morris encourages negotiators to approach
negotiations with a positive attitude and an open mind.
By being flexible and willing to explore new ideas or
alternatives, one can often find creative solutions that
benefit both parties. Overall, Morris's essay provides
valuable insights into the art of negotiating. Overall,
Morris's essay offers valuable insights into the art of
negotiating. Whether you are negotiating a salary at
work or trying to resolve a conflict with a friend or
family member, his advice can help you achieve your
desired outcome while maintaining positive
relationships with those involved. By following his tips
on communication, preparation, and flexibility, anyone
can become a more effective negotiator.
CHAPTER 4: LONG QUIZ
1. A
2. D
3. C
4. B
5. B
6. A
7. D
8. D
9. C
10. D
CHAPTER 4: TRUE OR FALSE
1. R
2. W
3. R
4. W
5.
6. W
7. R
8. W
9. W
10. R
CHAPTER 4: ENUMERATION
SEVEN (7) TYPES OF CONFLICTS
1. Conflict over project priorities
2. Conflict over administration procedures
3. Conflict over technical opinions and
performance trade-offs
4. Conflict over human resources
5. Conflict over cost and budget
6. Conflict over schedules
7. Personality conflict
THREE (3) KEY REQUIREMENTS WHEN NEGOTIATING A
CONFLICTED ISSUE.
1. Conflict must be resolved with no irremediable
damage to the project’s objectives.
2. The technique must promote honesty among
negotiations.
3. Make the resolution take place on the project
that must gratify the needs of the bargaining
parties, other parties to the conflict, and to the
parent organizations.
CHAPTER 4: MINI- CASE STUDY
1. In ‘’A tale of two projects” by Robert Howard,
the conflict presented is one of interpersonal
and organizational conflict. The story depicts
two projects that are seemingly similar in scope
and resources but have vastly different
outcomes. The first project is successful, while
the second project fails miserably. The root
cause of the failure is the conflict between the
project manager and her team members. The
interpersonal conflict arises due to a lack of
communications, trust, and respect between
team members. The project manager’s
micromanagement style leads to frustration
among team members who feel undervalued
and disrespected. This leads to a breakdown in
communication and collaboration resulting in
missed deadlines, budgets overruns, and
ultimately project failure. The organizational
conflict arises from a lack of alignment between
the organizational priorities.
2. The success of the customer Masterfile project
has been a topic of discussion among business
analysts and experts. One aspect that has been
scrutinized is Dholand’s recommended key
changes, which were implemented to improve
the project’s performance. The question
remains, did his recommendations really help in
the project’s success? In my opinion, Dholand’s
recommended key changes played a significant
role in the success of the customer Masterfile
project. His suggestions were aimed to
improving data accuracy, standardizing
 processes, and enhancing customer experience.
These changes resulted in better data
management, reduced errors and
redundancies, and improved customer
satisfaction. Moreover, Dholand’s
recommendations were based on extensive
research and analysis of industry best practices.
He identified areas that needed improvement
and provided practical solutions for them.
Overall, I believe that Dholand’s recommended
key changes did contribute to the success of the
customer Masterfile project.
3. The fundamental issue that causes conflicts in
project management is the lack of clear
communication and collaboration among team
members. This was evident in the case of “A
tale of two projects” where two teams were
working on similar projects but with different
approaches, leading to disagreements and
delays. Another cause of conflict is the absence
of a well= defined project scope and goals. In
this case, both teams had different objectives,
which led to confusion and misunderstandings.
Additionally, inadequate resources such as
funding, personnel, or technology can also lead
to conflicts as team resources. Finally, poor
leadership and management can also be a
significant cause of conflict of the project
management. If leaders fail to provide clear
direction or support to their teams or if there
are issues with accountability or decision-
making processes, it can lead to frustration and
resentment among team members. All these
issues can ultimately lead to failure in project
delivery if not addressed effectively.
4. In “A tale of two Project” by Robert Howard,
Dholand is a project manager who is facing s
difficult situation where he needs to negotiate
with his stakeholders to get the project back on
track. Dholand’s approach towards negotiation
shows that he uses principled negotiation which
is based on mutual in interests and objective
criteria. Dholand’s approach towards
negotiation starts with understanding the other
party’s interest and concerns. He listens
carefully to their issues and tries to understand
their perspective. He also presents his own
concerns in a clear and concise manner, without
being aggressive or confrontational.
Furthermore, Dholand uses objectives criteria
to support his arguments during the negotiation
process. He presents data and facts that
support his position, making it easier for the
both parties to reach an agreement based on
rational thinking rather than emotions. Overall,
Dholand’s use of principled negotiation in “A
tale of two projects” helps him achieve a win-
win solution that benefits both parties involved.
5. In “A tale of two project” by Robert Howard,
Dholand is faced with the challenge of
managing two projects at once. One project is
ahead of schedule and over budget. If I were in
Dholand’s shoes, I would first prioritize the
project that was behind schedule and over
budget. This project needs immediate attention
to ensure that it stays within the budget and
can be completed on time. To resolve this issue,
I would assign a dedicated team to work on this
project exclusively until it is back on track. This
team would consist of members who have
experience in managing projects that are
behind schedule or over budget. Additionally, I
would communicate with stakeholders about
the status of the project and provide regular
updates on progress. For the project that is
ahead of schedule, I would continue to monitor
its progress but not dedicated as many
resources to it as the other project.
CHAPTER 5
CHAPTER 5: REINFORCEMENT
1. College students are often compared to a
matrix environment due to the numerous
challenges we faced. This comparison is based
on the fact that college student have to
navigate through different courses,
assignments, and exams while trying to balance
their social life and personal responsibilities.
However, this situation generates several
difficulties for college us students. Firstly, we
college students are facing a high level of
competition as we strive for academic
excellence. This can lead to stress and anxiety
as we try to meet up with the expectations of
our peers and lecturers. Secondly, the pressure
of choosing a career path can be overwhelming
for some students as they try to make informed
decisions about their futures. Thirdly, financial
constraints can limit access to educational
resources such as textbooks and technological
devices needed for academic success. In
conclusion, being a college student is
comparable to navigating through a matrix
environment where one has to overcome
several obstacles in order to succeed
academically.
2. Attending a number of classes can have both
positive and negative effects on our
performance. On the one hand, attending more
classes means that you are exposed to more
information, which can help us better
understand the subject matter and perform
well in exam. Attending multiple classes also
means that you have more opportunities to
participate in class discussions, ask questions,
and clarify doubts. On the other hand, attending
too many can be overwhelming and lead to
burnout. Trying to keep up with multiple
courses simultaneously can result in decreased
focus, reduced productivity, and even physical
exhaustion. It can also lead to procrastination
and poor time management skills if not
managed properly. In general, it is essential to
strike a balance between attending enough
classes to acquire knowledge while avoiding
overloading oneself with too much work.
 Proper time management skills are crucial for
this balance so that students can prioritize their
tasks effectively while avoiding burnout.
3. The current system has its flaws, and many
people are dissatisfied with how it operates.
However, there are ways to improved the
system to make life more complicated,
enjoyable, and faithful. Firstly, the education
system should be revised to cater for various
learning styles and abilities. This can include
incorporating more practical and hands-on
activities in class work. Secondly, there should
be more job opportunities created for young
people entering the workforce. This could be
achieved through government incentives for
businesses that employ young adults or proving
training programs for those who lack skills.
Lastly, faith-based organizations should
collaborate with the government to promote
moral values and ethics in society. The
government can also create policies that
support these organizations in their efforts to
provide social services such as healthcare or
education. In conclusion, improving the system
requires a collective effort from all stakeholders
involved. It is essential to identify areas of
weakness and find solutions that benefit for
everyone.

CHAPTER 5: LONG QUIZ

1. B
2. B
3.
4. SG
5. SG
6. SWG
7. SG
8. SEF
9. SG
10.