Case #3: A Play in Salary The Situation You've recently interviewed a promising candidate, Mona, who has the potential to become a crucial member of your team. The challenge lies in that Mona is requesting a starting salary ($100,000) that surpasses the current compensation of your most senior team member, Michelle, someone who has dedicated over a decade to the company ($90,000). While the financial constraints are real, you firmly believe Mona can contribute significantly to future profits. However, agreeing to her proposed salary would mean sacrificing the bonuses your team has diligently worked towards. All of the bonus money would go towards Mona. Additionally, Michelle would be quite upset if she found out. How do you navigate the negotiation process to arrive at a mutually beneficial compensation package with Mona?

INSTRUCTIONS

What type of negotiation would you use, and why?

Strategy is most important. Develop the negotiation strategy you are going to use in detail.

What concessions are you willing to make, and why?