Answer:
Background: Bargaining is a process that occurs between atleast two parties to arrive at a mutually accepted solution to a complex conflict. Distributive tactics or distributive bargaining is one of the types collective bargaining where one party wins over the other party.
Answer 1. The distributive tactics that were used by Donna is to ask for a refund based on the difference in the gas prices on the current bill with a threat of cancelling the contract.Mike used the standard argument that the customer was fully aware of what was written in the contract at the time of signing and thereforethere was no room for conflict.
Answer 2: Yes, distributive tacticswere effective in getting Donna the refund she wished to have from IGS on the current bill.
Answer 3: Donna could have requested a face to face meeting with all the old gas bills and requested IGS for a better price taking into the new usage and industry price considerations.
Answer 4: Donna has to write the letter to the editor as she has a social obligation to let her case be made known to the public and create awareness towards others getting duped in a similar manner by IGS and other gas providers.
Answer 5:Concessions are called as trade-offs and each party in a negotiation makes some concessions to reach a mutual ground.Here Donna has made concessions in terms of waiting for the company reresentative to get back to her in regards to her phone call before she write to the editor. Mike made concessions in reviewing her request and telling that he will get back within 24 hours and calling her back with a decision almost immediately.
Answer 6: Commitment in negotiation means to not quit negotiating till you get what you want from the negotiation. Understanding thoroughly the different aspects of the situation that is under negotiation each party becomes committed towards negotiating.Here Donna made sure that she speaks with the manager who is more skilled in negotiating and solving her problem in atimely manner, then when her first request did not yield the desired result she threatened to go public regarding her situation. Mike started the negotiation on the defensive side but came around when he realised that there might arise a problem to the company if he pursued the situation aggressively.
MA: INTERNATIONAL GAS SERVICES Donna has recently begun handling the affairs for her 90-year-old aunt who...