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Managerial Negotiations & Conducting Interviews

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Managerial Negotiations & Conducting Interviews

Case 14-3: Purchasing and Accounts Payable

Communication is an essential part of any organization's success. Effective

communication between management and employees is essential to creating a positive work

environment, setting and achieving goals, and resolving conflicts. In this case, Saul and Latisha,

two administrative managers in a machine tool company, are presented with a dilemma. The case

examines the conversation between Saul and Latisha and discusses the elements of the basic

model of strategic managerial communication presented. Each model element is analyzed to

determine how it influences the communication presented in the case.

The case presents a conversation between Saul and Latisha, two administrative managers

in a machine tool company. Latisha is the director of purchasing and has four purchasing agents

and a secretary reporting to her. Saul is the director of accounts payable and has two people

reporting to him. The conversation occurs in Latisha's office, and it is nearing the end of the

month, making everything rather hectic. Saul asks Latisha if he can use her secretary for a few

hours the next day because his group is behind. Latisha is busy and has many papers spread

around on her desk.

To analyze the conversation and determine how it could be improved, we must first

consider the factors in each layer of the model of strategic managerial communication presented.

The first layer of the model is culture and climate. Latisha and Saul both have business degrees

and graduated from college three and five years ago, respectively (Veltsos & Hynes, 2021). They

are both ambitious, and there is a high level of competition between them. This could be a

potential source of conflict between the two, so it is important to consider this when evaluating

the conversation.
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The second layer of the model explored is the sender, purpose, and receiver's style. Saul

is the sender in this case, and his purpose is to ask Latisha if he can use her secretary for a few

hours the next day (Veltsos & Hynes, 2021). Latisha is the receiver, and she responds that they

are all too busy. Saul then suggests asking the secretary to work overtime and charging it to his

department, but Latisha says he should talk to her. Saul then suggests that Latisha should talk to

her, and the telephone rings, at which point he leaves the office.

The third layer of the model is the time, environment, channel, and content of the

message. The conversation occurs in Latisha's office, and it is nearing the end of the month,

making everything rather hectic. The communication channel is face-to-face, allowing for

nonverbal cues to be exchanged. The conversation is about Saul asking Latisha if he can use her

secretary for a few hours the next day.

The fourth layer of the model is the core, or negotiation strategy. To improve the

effectiveness of the communication, both Latisha and Saul should use active listening skills to

ensure that each party understands the other’s point of view (Veltsos & Hynes, 2021). Latisha

should also be open to compromise and consider Saul's suggestion of asking the secretary to

work some overtime and charging it to his department. This could be a mutually beneficial

solution to help both groups meet their goals.

In conclusion, communication is critical to any organization's success and is essential for

creating a positive work environment, setting and achieving goals, and resolving conflicts. By

analyzing the case between Saul and Latisha and the elements of the model of strategic

managerial communication presented, it is clear that improving the effectiveness of the

communication could be achieved by both parties using active listening skills, being open to

compromise, and considering Saul's suggestion of asking the secretary to work some overtime
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and charging it to his department. Effective communication between management and employees

can be accomplished with the right strategies.

Case 15-2: Conducting Interviews and Technology

Interviews are a vital part of the job recruitment process. They give potential employers a

chance to get to know potential employees and assess their suitability for the role. For potential

employees, interviews provide an opportunity to showcase their skills and qualifications and

demonstrate their enthusiasm for the role. However, interviews can also be a daunting

experience. In this case study, Stacy Rollins is faced with an unusual situation in a

teleconference interview with an investment banking firm. Through exploring this case, we will

consider what in the shoes of Stacy I could do in this situation, what the recruiter’s objective

could be, and the advantages and disadvantages of conducting interviews by teleconference.

Placing Oneself in Stacy’s Shoes

At this point, I could remain calm and take the initiative. I could converse with the

recruiter and ask questions about the job and the company. I could also demonstrate her

understanding of the role requirements and her enthusiasm for the role. I could also ask questions

about the company's values and culture. This will show the recruiter that I am proactive and that

I have done my research on the company.

What the Recruiter’s Objective Be for Posing the Non-Question and Then Saying

Nothing Further

The recruiter could have tested Stacy's communication skills, as the job requires excellent

communication abilities. By posing the non-question and then saying nothing further, the

recruiter may have been waiting to see how Stacy would respond to the situation. This could test

Stacy's ability to think on her feet and her communication skills.

The Advantages and Disadvantages of Conducting Interviews by Teleconference

and What the Case Demonstrate

The main advantage of conducting interviews by teleconference is that it saves time and

money. It is also more convenient for both the employer and the applicant, as they can interview

from the comfort of their own homes or offices. However, there are some disadvantages to

conducting interviews by teleconference (Veltsos & Hynes, 2021). It is more difficult to assess

an applicant’s body language and facial expressions, making it harder to judge their suitability

for the role. Teleconference interviews also require more preparation than face-to-face

interviews, as there is a need to ensure that the technology is working correctly and that both

parties have access to the correct software.

Conclusion

Interviews are an important part of the job recruitment process. In this case study, Stacy

Rollins is faced with an unusual situation in a teleconference interview with an investment

banking firm. Through exploring this case, we have considered what Stacy should do in this

situation, the recruiter's objective, and the advantages and disadvantages of conducting

interviews by teleconference. We have seen that Stacy should remain calm and take the initiative

by conversing with the recruiter and asking questions. We also saw that the recruiter could have

tested Stacy's communication skills. Finally, we have seen that the main advantage of conducting

interviews by teleconference is that it saves time and money. However, some disadvantages

exist, such as difficulty assessing an applicant's body language and facial expressions.
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References

Veltsos, J. R., & Hynes, G. E. (2021). Managerial communication: Strategies and applications.

SAGE Publications, Incorporated.