Parties

Interests

Rob Parson 1. Promotion to senior leadership role 2. Recognition of work 3. Live up to the expectations of Paul 4. Prove himself among colleagues (with Ivy league degrees) 1. Propelled MS market share from 2% to 12.2% 2. Acquired 10 new clients in a year 3. Maintains very good customer relationship If promotion is denied to Rob, 1. Can jump to another firm on a higher role and package 2. Can stay in MS as senior Principal

Paul Nasr 1. Enhancing CMS market share in banking 2. Retain Rob Parson 3. Keeping all his team mates satisfied 4. Maintain the Morgan Stanley culture 1. Senior MD in CMS 2. Highly regarded banker 3. 20 years of experience 3. Credited with building a formidable capital markets business If promotion is denied to Rob, 1. Paul can earn the trust and respect of his team 2. Paul can use his contact list to identify a fit for the role

Colleagues

1. Generate new businesses 2. Maintain good customer relationship 3. Contribute to the development of CMS

Value

1. Highly qualified professionals

BATNA

If Rob maintains his attitude or is promoted, the colleagues can 1. Quit 2. Shift departments

Barriers

1. It is very difficult to find a replacement for Rob who has a business acumen and excellent client relationship 2. As Rob is Paul choice of recruitment, the Things preventing Rob management will doubt his from leaving, decision making ability 1. Loss of reputation in IB 3. The market share of MS sector 2. might fall immediately Leaving a comfortable Relationship with Paul without Rob job

Power

1. Known for his business acumen in the industry 2. Maintains very good customer relationships. If Rob shifts to a competitor, he will take his contacts with him 3. Ability to customize and close deals quickly

1. Paul commands a lot of respect from Rob. 2. He has a good name in the industry. 1. Moral obligation to promote Rob. 2. Does achieving targets mean bypassing policies?

Highly qualified

Ethics

1. Being loyal to MS 1. Being grateful to Paul

NA

Sub ordinates

Superiors

1. Learn from Rob Contribute to the development of business

1. Ensure that their 2. divisions contribute the most to the profits of Morgan Stanley

John Mack 1. To be the best Investment Banker in the world 2. Reinforce one firmfirm (1FF) for better global management and customer approach.

NA If Rob maintains his attitude or is promoted, the colleagues can 1. Quit 2. Shift departments

NA

1. To ensure a uniform form policy across the global divisions of MS 2. Generate profits If the company ppolocies are violated, John can 1. Punish the offenders 2. Close the erring division

NA

NA

NA

The contribution marging of the erring department must be considered

NA

NA

NA

NA

He controls the organisation and all its policies John has a moral obligation to all his employees to adopt a uniform policy throuhout

Bargaining Mix Evaluating one's own BATNA Evaluating one's own RV Evaluating other's BATNA Evaluating other's RV ZOPA

ROB 1. Parson's capability and his worth to MS 2. Culture of MS 1. Can jump to another firm on a higher role and package 2. Salary hike without promotion Promotion to MD Finding an alternate to Rob Rob will quit the organisation Promotion to No Promotion

PAUL 1. Parson's capability and his worth to MS 2. Culture of MS If promotion is denied to Rob, 1. Paul can earn the trust and respect of his team 2. Paul can use his contact list to identify a fit for the role Promotion on terms to observe him for some time Rob can jump to another firm on a higher role and package Accept pay hike and wait for promotion No Promotion to Promotion