Negotiation Preparation Worksheet (Essay Sample)

WCM 510 Negotiation Simulation One: Lynch/Tanner Salary Negotiation
Preparation Worksheet
1 Identify your negotiation goals.
My first goal is to offer the minimum possible increase as I understand it is salary review time. However, if Tanner gives a viable strategy justifying an increase in top Flite sales, I can offer additional amount to the $4000. The second goal would be that Tanner gives detailed workable plan on how he will achieve a marked increase in sales of Top Flite. Further, Tanner should give periodic reports of his undertakings.
2 Identify your counterpart’s negotiation goals.
Tanner’s goal would be to get the highest possible salary increase. He would also want to get the highest compensation benefits that come with added responsibilities. Mr. Tanner’s goal would be focused on his potential to increase sales in top Flite in future. Tanner would argue with documented evidence, that with the current added responsibilities, tasks and experience, he would get a higher pay considering that his salary might be below the current market value. Tanner would also argue that the rate of inflation has generally gone up on most basic commodities and bills, and therefore warrants quality pay rise. Tanner would, with documented evidence, show how he has gone beyond and above his job description to increase sales tremendously in the MaxFli, Thunderhead and Fireball lines.
3 Identify your opening offer.
I would take this opportunity to appreciate your remarkable efforts Mr. Tanner, as the director of mail order sales. For the last two years, the company has experienced excellent performance in the sales of Maxfli, fireball and thunderhead lines. However, you have failed to get the top Flite sales line moving as expected. The company is therefore willing to increase your basic pay by $4000 considering our budget and current market norms and your duties and responsibilities.
4 Identify your BATNA
The success in the three sales lines during the last two years can be linked to the efforts of Mr. Tanner. His thinking and efforts invested into the Maxfli, Thunderhead and Fireball lines and their execution have been excellent. The company has benefited much from Tanner’s efforts. The poor returns in the Top Flite line of sales has been persistent and I believe, based on his strategy and past efforts, we have a rare talent we are not wiling to loose. Depending on his strategies, the company is willing to give more.
5 Identify your counterpart’s BATNA.
Tanner argues that the current salary is not able to satisfy his needs comfortably, and besides, he feels the market has more to offer considering his performance in the last two years. With his documented evidence of extra efforts and excellent performance, he has an option of justifying increase in pay or looking for another job which can offer what he desires should the negotiation fail.
6 Identify areas of potential negotiation between you and your counterpart.
Benefits package (Hedges, 2013) - With this approach, if Mr. Tanner would be given an agreeable amount of benefits by the company. This may be in the form of cash or valuables.
Vacation days expansion (Graves, 2013) – With this approach, Mr. Tanner would be allowed longer leave days and the same addressed in the contract letter.
Gaining flexibility that may include less working hours while actively in the office, working from home through online systems and access to office systems.
Trainings (in-service): this may involve Mr. Tanner being sponsored to undertake certain training so that he builds onto his capacity to undertake official duties while he is engaged by the company.
Better equipment and/or tools: Mr. Tanner could be given enhanced modern office equipment that may include but not limited to the following: Application software, Computers, Company vehicles and many others.
7 Identify areas where no negotiation is possible.
In the event that there is no negotiation agreement, that means Mr. Tanner could not be willing to take the offer provided by the company and may be willing to leave for better paying jobs.
8 Identify alternatives to non-negotiable points.
On my part, I will be obliged to offer him an increase according to his demands since the amount of time and cost it would take to hire a new director would be higher than offering Mr. Tanner a pay increase
9 Describe what you did to rehearse. Be specific. For instance, you need to decide if you will speak first or allow the other party to speak first. What will you say if you speak first or what might you say if the other party speaks first? You could rehearse through writing a role-play using your role in the negotiation and what little you know about the other party, and practice with another person. Or you could write down what you will say, what the other party might say, and how you might respond, and practice in front of a mirror. You could record yourself, using Skype, watching and critiquing your performance.
During my rehearsal I went through a literature search of the alternative approaches taken when discussing salary negotiation.
During the negotiation process I would speak first by welcoming Mr. Tanner to the negotiation table and a general introductory statement aimed at setting the stage for the process of negotiation. Further, this is an outline of the expected conversation that I will have with Mr. Tanner that I would go through before starting the negotiation process: (Healy, 2013)
Mr. Tanner: I am so much appreciative of the privilege to you have given me to work her, and I know that I will bring a lot of value. I am glad that you offer at $ 4,000 pay i...