Overview

This is a simulated negotiation between an employer and a job candidate. You will be negotiating over wages and other issues related to this new job. If you reach an agreement, the candidate is hired. If you cannot reach an agreement, the candidate will not be hired. Your role instructions will tell you what issues are important to you.

assignment is to get as many points as possible.

Instructions

• Read the role you have been assigned to become familiar with your payoff table and take time to write notes on it.
• Plan your negotiations; For each issue, identify your initial offer (by marking 1 next to the chosen option in the payoff table), target point (marking 2), and resistance points (3). Also take note of your BATNA.
• Bargain with your partner and try to reach an agreement.
• If you reach an agreement, summarize the terms on the employment contract then calculate the total number of points each of you received individually.
• If you do not reach an agreement, check the box indicating no agreement then enter the values of your individual BATNA.

Job Candidate Role

You will play the job candidate. You will negotiate seven topics. Each topic has been assigned a point value. The number of points you can obtain for each topic is listed in the payoff table. Your goal is to get the highest number of points. There are different levels of possible agreement on each topic. The number of points varies for each topic and each level of agreement. Some issues are more important to you than others. The reasons for the relative importance of each issue are described below.

1. First-year vacation: As the job candidate, you want some paid vacation during the first year on the job. This is one of the important issues for you.

2. Starting date: You want to delay the starting date to enjoy the last summer with your friends before assuming the job.

3. Insurance effective date: This defines the date when the employees insurance will become effective and when the employer will begin to pay a monthly premium. Naturally you would want the effective date to be as early as possible. However, this is not the most important issue for you.

4. Annual salary: As the job candidate, you want to receive the highest possible salary. This is one of your most important issues.

5. Date of first salary review: Job candidate are often interested in the starting salary, but also want to know when they might be eligible for a pay raise. For you, this is one of the important issues.

6. Professional Development: You want to receive as much money to spend on professional development as possible.

7. Job Location: This issue is also important to you since you want to be as close to your family in San Antonio as possible.

Your BATNA is: You already have another good job offer Number of point: 6,000

Plan your negotiation for that role by:

1a) For each issue (out of seven issues shown in the Payoff Table in the second page of the information sheet), identifying your initial offer (by marking 1 next to the chosen option in the payoff table), target point (marking 2), and resistance points (3).

1b) Taking note of your BATNA ; Report it here.

3) specify which issues are Distributive, Compatible, or Integrative.

+ Distributive issues-: These are issues in which the interests of the parties are opposite, which means if one party wins

+ Compatible issues-These are issues in which the interests of both parties are the same. That is, both parties want the same outcomes in these issues

+ Integrative issues-These are similar to distributive issues discussed above in the sense that for those issues, the interests of the parties are opposite.

- Set goals and anticipate the other partys goals by

determining your negotiation positions:

1) Your initial position/offer

2) Your target point (realistically expected outcome)

3) Resistance point: The worst outcome you are willing to accept without having to walk out of the negotiation

Issue Options First year vacation 0 day 2 days 5 days 7 days 10 days Starting date August 1 August 15 September 1 September 15 October 1 Insurance effective Day hired date 1 month 2 months 3 months Annual Salary $30,000 $33,000 $39,000 $41.000 $44.000 Date of first salary 1 month review 2 months 3 months 6 months 1 year Professional SO development $500 (tuition, $1,000 professional $1,500 memberships, etc) $2.000 $2.500 Job location San Antonio El Paso Albuquerque Phoenix Los Angeles Job Candidate Points 0 1,000 2.000 3,000 4.000 0 300 600 900 1.200 900 600 300 0 0 1,200 2.400 3.600 4.800 2,500 2.000 1,500 500 0 0 500 1,200 1,800 2.200 2.800 2.800 2,100 1,400 700 Issue Options First year vacation 0 day 2 days 5 days 7 days 10 days Starting date August 1 August 15 September 1 September 15 October 1 Insurance effective Day hired date 1 month 2 months 3 months Annual Salary $30,000 $33,000 $39,000 $41.000 $44.000 Date of first salary 1 month review 2 months 3 months 6 months 1 year Professional SO development $500 (tuition, $1,000 professional $1,500 memberships, etc) $2.000 $2.500 Job location San Antonio El Paso Albuquerque Phoenix Los Angeles Job Candidate Points 0 1,000 2.000 3,000 4.000 0 300 600 900 1.200 900 600 300 0 0 1,200 2.400 3.600 4.800 2,500 2.000 1,500 500 0 0 500 1,200 1,800 2.200 2.800 2.800 2,100 1,400 700