Instructions:
Questions
- A) Larry Dover, ‘the MBA candidate’; or
- B) May Hirewell, 'the HR Manager.' Based on your role as THE HR MANAGER, only order the materials you will need from your role-related simulation material from the HBR Job Offer course pack item. Each role will know of some of the negotiation terms but roles will also include some information the other role does not have, just like in real life.
There is no formula or single approach that applies to all situations or that guarantees an improved offer. Wide variations exist in organizational practices—even in the public sector!
Step 1
Read all of your role-related simulation material from the HBR Job Offer course pack item. Prepare for your role in the negotiation by separately reviewing the Seven Elements of Effective NegotiationsLinks to an external site. and filling out this printable worksheet (PDF) Download printable worksheet (PDF).
Make sure:
- Identifies the interests of each party
- Develops a communication strategy that includes an opening statement, a list of questions to ask, and a list of messages to send or avoid.
Step 2
Designate one member of your negotiation dyad to submit all of the following:
- A document with:
- Your name and roles, the time, date, and length of your negotiation.
- Then, if you were able to reach an agreement, list the final negotiated terms: salary, bonus, and other employment terms.
- Complete the document with a two-page summary that describes the overall negotiation process (consider the first few minutes, the overall feeling of the negotiation, and the relative perceived ‘success’ of the process).
- In addition to the completed document, also submit your Seven Elements of Effective Negotiations Worksheets.
As always, frame your submission using the readings and additional research as appropriate. Enjoy this opportunity to practice skills, relate to a colleague and grow our culture. Please note, this case was written ten years ago. The company's ‘technology’ information has not aged well. However, the basic elements of the process are the same.