You are Charlene Campbell, and you are married to Andy. You have been working to put Andy through graduate school at Texas A&M for the past two years and you are not keen to waste that time and experience in Perryton, Texas on the family farm. As it stands Andy has two offers that the two of you are considering now. One is at Cargill in Minneapolis in the Seed Division. This is a very interesting opportunity for you. In addition to being a rewarding opportunity for Andy, the job is in Minneapolis, which is very desirable for you. While Minneapolis is far from friends and family, the cosmopolitan city offers much for you, a fashion merchandising major who has spent time working in the fashion industry in New York City and Milan, Italy. You excelled in your classes at Texas Tech and you have not used your degree in the past two years while Andy was in grad school. The education that you spent years and a lot of money pursuing could be put to the test! You are certainly motivated by solving problems and being tested on a daily basis and Minneapolis would provide a lot of possibility to use your education and skills. You don't have a job offer yet, but the human resources director at Neiman Marcus is very impressed by your experience. Since there is no formal offer, you can't anticipate any additional income yet. However, the Cargill job offers rapid advancement for Andy in the organization and Minneapolis is the headquarters. Andy has been offered a starting salary of $59,000, with a good benefits package and a generous relocation package. This is a good starting salary and you are sure that he could move up in the organization very quickly. Andy's second offer is with DuPont in the Crop Protection Chemicals Division in Tulsa, Oklahoma. DuPont is offering a salary of $66,000, as well as a moving allowance and a good benefits package. While the money is better initially, there is not as much room for advancement in Tulsa, and DuPont doesn't have the same fasttrack promotion possibility in the Crop Protection Chemicals division that would be available at the Cargill job. That said, Tulsa is a very desirable location for you. It is relatively close to Andy's family in Perryton - about five hours in the car - and your family. You like the Tulsa opportunity because it is very close to your parents who still live in Oklahoma City. You and your mom have talked about opening a highend boutique. This would be the perfect opportunity to pursue the boutique with your mom. In addition to being your own boss, you like the opportunity to greatly influence the stock and drive the fashion industry in Tulsa. In addition, you and Andy are discussing starting a family, and you would certainly like to be near your family for support. In fact, this is a big consideration for you. You are ready to start a family, but you also desire a career. Tulsa is the only opportunity for Andy that would allow you to both maximize your career and also have the support of your mother and family when it comes time for you and Andy to start having kids. In addition to these opportunities, Andy has the opportunity to return to the family farm. The CampbellLessing farm has been in operation for two generations on the Campbell side of the family and three on the Lessing side. Andy's grandfather started ranching near Perryton, Texas, north of Amarillo, in the Texas panhandle, when he was a young man. The ranch has since grown and become a viable business. In the past ten years your fatherinlaw, James Campbell, has more than doubled the operation. Your fatherinlaw and motherinlaw are the principle owners of the ranch and farm. At present the farm is dedicated to two specific areas of operation. The first is a crop business. Current crops include dry land wheat and grain sorghum, as well as irrigated sorghum. The second part of the operation is a cattle business. James owns a 150 unit cowcalf herd and grazes 1500 head of stocker cattle during the winter months. Your brotherinlaw, Joe Campbell, works the cattle side of the business. Andy has told you that he thinks the farm is a profitable operation, and you can't see how they wouldn't make money. James and Sue (your in laws) just built a house for Andy's brother and his family. They have a lot of expensive equipment and Joe, Andy's brother, always seems to have a new truck. That said, you would rather make less money and have the family life in Tulsa, than be rich in Perryton. The issue with the CampbellLessing farm, as with many family farms, is that the real wealth is tied up in the land. Therefore, if you and Andy are able to negotiate for a share of the ownership of the land, it would make a move to Perryton easier. Andy has told you that he estimates that the farm made around $275,000 last year. Even if James and Joe and Andy split that three ways, it's a good amount of money. If Andy is running the farm, as you know he should based on his experience, he would take the bulk of that profit for the two of you. Also, based on some things you have overheard Andy saying, you think the farm land is worth over $1,000,000. It would be nice to have a third of that, especially if you could negotiate for ownership of the land, without a move to Perryton. Still, this is not the most desirable outcome for you at all. You know that your motherinlaw will push for her "baby boy" to come home and start a family, but you don't want your husband to waste the education that he spent so much time and effort pursuing. You don't get along well with Sue. She is very opinionated and doesn't like you much. James is a wonderful fatherinlaw. He treats you well and is very loving toward you. Uncle Bob is also a wonderful person and has treated you like his own daughter for as long as you have been part of the family. Your most important issues are maximizing your outcomes and getting payoffs for the sacrifices that you have made. You think that one of the best ways to do this is by supporting Andy and allowing him to maximize his opportunities, BUT you would like this to be in an area where you can also make the most of your education and maximize your career opportunities. Money isn't everything, but it is something. If Andy were to make the same or less than before grad school, it wouldn't be worth it. All the struggle and sacrifice has to mean something. Returning to Perryton to work the family farm would be easy, but would it be worth it? Tulsa seems like the best option, but Minneapolis would also be good. Perryton would be hard to swallow.

Answer the following questions in detail.

5. What are my target point and opening requests on these issues?

6. Who are the important constituencies to whom I am accountable?

7. What do I know about the other negotiator's interests, negotiating style, and personal reputation?

8. What overall strategy do I want to pursue?