Consider the following scenario and answer the questions (taken from Table 4.2) below.
You are a manager of a large retail outlet and have been employed with the organization for four years. The retail outlet employs approximately one hundred employees and has a number of management roles (Several Assistant Managers, several Managers, two Senior Manager, and a Director). For the last two years, you have been an Assistant Manager and have received what would be considered fair compensation for your role.
Over the last year, you have been asked to take on many of the responsibilities of a Manager, as one of the Senior Managers left the company and your Manager has essentially taken on that role. Your additional duties have caused you some stress and you would like to ask for either a promotion to a management position or, at minimum, additional compensation. Youâve previously expressed your frustrations to your Manager, but have been told that the company simply doesnât have the ability to make any changes at this time. You have decided to approach your Manager again and ask for a meeting with the management team to discuss your future with the company.
Although you would prefer to take the promotion along with an accompanying pay raise, you are willing to accept a modest pay raise. If neither is agreed to, you have decided to begin looking for work at another organization. A friend of yours has let you know that she would be interested in talking with you about the possibility of taking a management position with her organization. Because of your time with your current company, you would prefer to stay there if possible. As you are a very shrewd negotiator, you have decided to use the Negotiation Planning Guide (Table 4.2) on Page 98 of your text.
Additional information that is useful in answering this question: 1. Your current salary is $44,000 per year. 2. The average salary for a Manager is $54,000 per year and also includes an additional week of Paid Time Off.
Answer the following questions:
What are the issues in the upcoming negotiation?
Based on a review of all the issues, what is the âbargaining mixâ? (Which issues do you need to cover? Which issues are connected to the other issues?)
What are your interests?
What is your resistance point â what is your walkaway?
What is your alternative?
Define your targets and asking price â where will you start and what are your goals?
Who are your constituents and what do they want you to do?
Who are the opposing negotiators and what do they want?
What overall strategy do you want to select?
What protocol needs to be followed in conducting the negotiation?
Sample Solution
Finch presents his idea of the televised treasure hunt to Biggley: he will hide five thousand shares of company stock in each of the ten offices around the country and give the audience weekly clues as to where they are located. Biggley does not like the idea, until Finch explains that each clue will be given by the minimally-dressed World Wide Wicket Treasure Girl: Hedy LaRue. During the first television show, Hedy is told to swear on a Bible that she doesnât know the location of the prizes. Biggley had in fact told Hedy the locations the previous night and Hedy panics, revealing the locations to the entire television audience. This prompts all the Wicket employees to tear apart the offices looking for them. The book tells Finch that if he is the cause of the disaster, to re-read the first chapter on how to apply for a job. The executives, including Chairman of the Board Wally Womper, are waiting in Biggleyâs office for Finch to hand in his resignation. Finch tells Rosemary that he will probably return to washing windows, but Rosemary assures him that she will still love him no matter what (âI Believe in You (Reprise)â). Bud arrives to take Finch to the office. Just as Finch is about to sign his letter of resignation, reveals to the executives that he was in fact a window washer before coming to the company. Womper is drawn to Finch as he, too, was a window washer. Finch skilfully blames the treasure hunt on Frump, also mentioning to Womper that Frump is Biggleyâs nephew. Womper is about to fire all the executives when Finch steps in on everyoneâs behalf, telling Finch him that even though the business world is a place filled with betrayal and competitiveness, the World Wide Wicket staff is like a family to him (âBrotherhood of >
Finch presents his idea of the televised treasure hunt to Biggley: he will hide five thousand shares of company stock in each of the ten offices around the country and give the audience weekly clues as to where they are located. Biggley does not like the idea, until Finch explains that each clue will be given by the minimally-dressed World Wide Wicket Treasure Girl: Hedy LaRue. During the first television show, Hedy is told to swear on a Bible that she doesnât know the location of the prizes. Biggley had in fact told Hedy the locations the previous night and Hedy panics, revealing the locations to the entire television audience. This prompts all the Wicket employees to tear apart the offices looking for them. The book tells Finch that if he is the cause of the disaster, to re-read the first chapter on how to apply for a job. The executives, including Chairman of the Board Wally Womper, are waiting in Biggleyâs office for Finch to hand in his resignation. Finch tells Rosemary that he will probably return to washing windows, but Rosemary assures him that she will still love him no matter what (âI Believe in You (Reprise)â). Bud arrives to take Finch to the office. Just as Finch is about to sign his letter of resignation, reveals to the executives that he was in fact a window washer before coming to the company. Womper is drawn to Finch as he, too, was a window washer. Finch skilfully blames the treasure hunt on Frump, also mentioning to Womper that Frump is Biggleyâs nephew. Womper is about to fire all the executives when Finch steps in on everyoneâs behalf, telling Finch him that even though the business world is a place filled with betrayal and competitiveness, the World Wide Wicket staff is like a family to him (âBrotherhood of >
