Case Study: Raphael Davies and Arthur Barke

Title
Raphael Davies and Arthur Barke 

Author
Udoji, U 

Pages
8 

Product Type
 

Reference #
406-010-1 

Teaching Note
406-010-8 

Institute
Lagos Business School 

Setting
Nigeria 

Year
2006 

Keywords
Interpersonal negotiation; Power and politics in organisations



Summary/
Abstract
This is the first of a two-case series (406-010-1 and 406-011-1). Raphael Davies has worked in YANGO Bank for nine years and has been a principal manager for six. He has desired, for at least four years, to become an assistant general manager. For what appears to be good reasons, he has not got the promotion even though he has always had very good appraisal ratings. The assistant general manager position is now vacant and Raphael is qualified to fill the position but the decision on who fills the position is to be made by YANGO Bank's Managing Director, Arthur Barke. Arthur knows that if Raphael is denied this position, Raphael may leave the company. Arthur does not want to lose Raphael since Raphael is very valuable. But there are other issues Arthur has to put into consideration in making a decision. Raphael's task is to negotiate a position he desires. He has other job offers so he can quit. Arthur will make Raphael an offer; the offer may not necessarily be Raphael's first choice but Arthur's task is to persuade Raphael to accept it. The case is in two parts. Each part represents the experiences of one party.

 

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