Job Offer Negotiation Essay

2454 Words Jan 1st, 2012 10 Pages
How did you prepare for this negotiation? Why did you prepare in this manner?
A. Identify the issues that you thought were the most important issues to be negotiated, and briefly explain why you thought they were the most important. In preparation for this negotiation, I studied the case diligently. I wrote down, what I felt were the key issues for Joe Tech. I also made a list of pros and cons associated with each issue. I prepared in this manner because it gave me the opportunity to effectively break down the issues of the case as well as focus on important goals without having the extra unneeded information also presented in the case outline. The issues I focused on are as such:
Position:
The position that I, as Joe Tech,
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Toward the signing bonus, my target point would be 10,000 and my resistance point 5,000. My interest toward this issue was that I would have to relocate for the position. I have a fiancé and am planning to get married and start a family in the near future; therefore, I need a home that will be large enough to accommodate a family and a family life style.
C. Identify your estimate of the other party’s target point, resistance point, BATNA, and interests that were associated with each of these issues that you thought were the most important issues to be negotiated, an briefly describe/explain how you derived estimates. In terms of the opposing side, Robust, I estimated that the BATNA for the entire negotiation was to retract the job offer and possibly hire a different candidate. I felt that was the only alternative they had. Once again, the issues that I felt were most important during this negotiation were the position, the salary, and the incentives. To determine the target and resistance I did an indirect assessment. For the negotiation, I estimated that Leigh Bultema’s target point for this issue as for me, Joe Tech, to accept the associate product manager without any guarantee of consideration for the business development group position. Her resistance point was acceptance of the associate product manager position with possible consideration for development position after two years. Bultema’s interest in this is that she knows that

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