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Donna Dubinsky & Apple Computer Case Questions:

Segment 1: July 1981 to fall 1984 (Donna’s first three years at Apple - before the JIT idea
surfaced)

1. What are her apparent strengths and weaknesses during this time period?

Segment 2: September 1984 and beyond

2. How did Dubinsky react to the initial JIT idea? How did she respond to the growing
interest in the JIT proposal? Why?

3. What do you think Donna should have done differently?

Consider: (1) Her reaction to Jobs’ criticism of the current distribution system (2) the period
between Jobs’ initial JIT idea and the strategy review meeting in December 1984 and (3) the task
force proceedings

4. What do you think others (Campbell, Weaver, Jobs, Coleman) should have done
differently during the above time periods?

5. Consider the confrontation between Dubinsky and Sculley at the executive leadership
experience session at Pajaro. Why did she do it? What do you think of her approach?

Thomas Green Case Questions:

1. Describe the work styles and personalities of Thomas Green and Frank Davis.

2. What is your analysis of Green’s actions and job performance in his first five months?
What mistakes has he made?

3. What are the possible underlying agendas of Davis and McDonald?

4. What options does Green have at the end of the case? What should he do?

Name Your Price: Compensation Negotiation at Whole Health

This case is real.

See Exhibit 1 of the case and please respond to Jim’s email as if you were Monroe. (So, you will
respond to Jim’s offer via email by attending to the questions below:

Question 1. Base compensation $ __________ per year. (Fill in the blank)

Question 2. The standard number of options for executives entering Whole Health at Monroe’s
level is 10,000. What number do you propose you should receive? __________ options (fill in
the blank)
Question 3. Incentive bonus up to $____________ based on agreed upon goals. (fill in the
blank)

Question 4. If you would want to include a note to Jim when you send him your compensation
proposal, please do so below – it can be any length (as long or as short as you would like it to be)

GETTING TO YES QUESTIONS:

Please type out about a one to two paragraph response to each question below

1. Fisher and Ury talked about the importance of “separating the people from the problem”.
Explain how PERCEPTION plays a role in this area. What are the advantages of dealing
with your adversary’s perception? What are the disadvantages?

2. Fisher and Ury suggested that you focus on Interests, not Positions. Discuss what was
identified as the most powerful Interests for most people, and the tactics on how to address
them.

3. Consider the chapter “Insist on using objective criteria.” How can that approach be
implemented in a negotiation? What are the issues with implementing this approach?

4. Fisher and Ury discussed 10 questions about Getting to Yes. One question dealt with a major
issue in the negotiation process…..POWER. “Can the way I negotiate really make a
difference if the other side is more powerful? How do I enhance my negotiating power?”

Explain some of the issues that were discussed on the topic of Power. Do you find their
positions on Power viable? Explain.

5. One question in Getting to Yes discussed Fairness…..”Should I be fair if I don’t have to be?”
How did Fisher and Ury handle this question? What is your position? Elaborate.