Integrative Decide Worksheet: Negotiation
You Decide Worksheet
Name: IFE AKANMU
Course Section: Negotiation Skills
Date: 02/12/2014
Questions:
1. What is the appropriate negotiation strategy that would be most advantageous for Sharon and Jim in this scenario, distributive or integrative bargaining? What are the factors that should be considered in making this determination?
Integrative bargaining (also called "interest-based bargaining," "win-win bargaining") is a negotiation strategy in which parties collaborate to find a "win-win" solution to their dispute. This strategy focuses on developing mutually beneficial agreements based on the interests of the disputants. Interests include the needs, desires, concerns, and fears important to each side. They are the underlying …show more content…
He is close to earning his degree. In addition to this, he has been working for one of our competitors for several years and has excellent references attesting to his ability. Thus, Jim’s Ivy League college, excellent references and his experience of working for competition are some of the brownie points Jim has on his side. He could be offered a better profile and given more responsibilities which a junior accountant can only dream of.
Jim knows that the firm has a solid reputation and is known for providing excellent developmental opportunities for its junior accounts. Since he has two years of professional accounting experience, this is an excellent opportunity that will help in building a strong foundation for his career as it will give him the exposure to the “best practices” of this firm.
The Accounting Supervisor is interviewing candidates for one of the accounting positions that recently became vacant. They desperately need to fill this position as it is critical for them to continue servicing their existing client base. Jim is an excellent candidate for this job. However, his salary expectations may exceed the level that the firm in its current position can …show more content…
However, he cannot pay him as much as Jim is expecting and so he has to offer non-monetary benefits to Jim that may entice him to take the job. On the other hand, Jim wants to have at least a 10% increase in his current salary of $60,000 which is pretty reasonable. Now a possible outcome of this negotiation can be Supervisor offering $ 55,000 and 20% of total compensation as benefits and some very interesting projects for Jim to work on. Jim may accept this offer as the job profile sounds convincing and at this stage of his career, gaining hands-on is also very important. This is an example of integrative negotiation where both parties strike an understanding of each others’ needs and try to reach a
Name: IFE AKANMU
Course Section: Negotiation Skills
Date: 02/12/2014
Questions:
1. What is the appropriate negotiation strategy that would be most advantageous for Sharon and Jim in this scenario, distributive or integrative bargaining? What are the factors that should be considered in making this determination?
Integrative bargaining (also called "interest-based bargaining," "win-win bargaining") is a negotiation strategy in which parties collaborate to find a "win-win" solution to their dispute. This strategy focuses on developing mutually beneficial agreements based on the interests of the disputants. Interests include the needs, desires, concerns, and fears important to each side. They are the underlying …show more content…
He is close to earning his degree. In addition to this, he has been working for one of our competitors for several years and has excellent references attesting to his ability. Thus, Jim’s Ivy League college, excellent references and his experience of working for competition are some of the brownie points Jim has on his side. He could be offered a better profile and given more responsibilities which a junior accountant can only dream of.
Jim knows that the firm has a solid reputation and is known for providing excellent developmental opportunities for its junior accounts. Since he has two years of professional accounting experience, this is an excellent opportunity that will help in building a strong foundation for his career as it will give him the exposure to the “best practices” of this firm.
The Accounting Supervisor is interviewing candidates for one of the accounting positions that recently became vacant. They desperately need to fill this position as it is critical for them to continue servicing their existing client base. Jim is an excellent candidate for this job. However, his salary expectations may exceed the level that the firm in its current position can …show more content…
However, he cannot pay him as much as Jim is expecting and so he has to offer non-monetary benefits to Jim that may entice him to take the job. On the other hand, Jim wants to have at least a 10% increase in his current salary of $60,000 which is pretty reasonable. Now a possible outcome of this negotiation can be Supervisor offering $ 55,000 and 20% of total compensation as benefits and some very interesting projects for Jim to work on. Jim may accept this offer as the job profile sounds convincing and at this stage of his career, gaining hands-on is also very important. This is an example of integrative negotiation where both parties strike an understanding of each others’ needs and try to reach a