Read “Vignette #1: Cynthia’s Challenge” on p. 603 of Negotiation: Readings, Exercises, and Cases.

Write a paper of at least 750 words in which you develop a plan that Cynthia could implement to negotiate successfully. Address the following in your paper:

1. What challenges does Cynthia face in this negotiation?
2. How can Cynthia make her value observable?
3. What gender biases are at play and how can she counter them?
4. What are likely responses from the CEO to her requests and how can she counter them?
Format your paper using APA Writing Style Handbook Guidelines. There must be an “Introduction” and a “Closing” /”Summary” and References.
Include a minimum of three sources, which may consist of readings from the University Library, your text, and other selections

Introduction

This exercise involves two short vignettes about negotiation situations within organizations. In each situation, the protagonist has a challenging negotiation that involves getting the other person to negotiate seriously. In the first one, a health care agency director is negotiating with her CEO for a promotion. In the second one, a pharmaceutical company executive is negotiating with an executive from a partner company about a joint venture in South America. Both situations involve challenges associated with overcoming resistance and getting one’s proposals heard.

Vignette #1: Cynthia’s Challenge1

Cynthia is a program director in a large home health care agency. She has worked there for five years and received salary increases as she has been promoted. With the resignation of the vice president, Cynthia is now one of the most senior people in the agency in terms of responsibility, but not in terms of salary. At the same time she has been taking on added responsibilities because of turnover and finds herself working more than 80 hours a week and picking up the slack from the vice president’s departure. She knows that others with less responsibility are paid more than she is, and that eats at her. She also wants the vice president position. She’s been essentially doing the job in an “acting” role and wants it to be official. She’s always been on good terms with George, the CEO, helping him out when he needed it. Recently she oversaw an audit of the agency where she worked around the clock, making sure it was successful, and it was. Deciding the time was right, she planned to see George about a promotion to the vice president position with an increase in pay the job merited.

Cynthia had a negotiation with George about salary a year ago. Although she ultimately got a raise, the negotiations were difficult and she felt she deserved more. George praised her, telling her how much he valued her contributions to the organization. But when she raised the salary issue, he became angry and accused her of being inconsiderate and irresponsible in bringing the issue up. Cynthia did not want this situation to be repeated.

Category: Essays