Consider the following scenario and answer the questions (taken from Table 4.2) below.
are a manager of a large retail outlet and have been employed with the
organization for four years. The retail outlet employees approximately
one hundred employees and has a number of management roles (Several
Assistant Managers, several Managers, two Senior Manager, and a
Director). For the last two years, you have been an Assistant Manager
and have received what would be considered fair compensation for your
Over the last year, you have been asked to take on many of
the responsibilities of a Manager, as one of the Senior Managers left
the company and your Manager has essentially taken on that role. Your
additional duties have caused you some stress and you would like to ask
for either a promotion to a management position or, at minimum,
additional compensation. You’ve previously expressed your frustrations
to your Manager, but have been told that the company simply doesn’t have
the ability to make any changes at this time. You have decided to
approach your Manager again and ask for a meeting with the management
team to discuss your future with the company.
Although you would
prefer to take the promotion along with an accompanying pay raise, you
are willing to accept a modest pay raise. If neither is agreed to, you
have decided to begin looking for work at another organization. A friend
of yours has let you know that she would be interested in talking with
you about the possibility of taking a management position with her
organization. Because of your time with your current company, you would
prefer to stay there if possible. As you are a very shrewd negotiator,
you have decided to use the Negotiation Planning Guide (Table 4.2) on
Page 98 of your text.
Additional information that is useful in
answering this question: 1. Your current salary is $44,000 per year. 2.
The average salary for a Manager is $54,000 per year and also includes
an additional week of Paid Time Off.
In a three to five page paper, answer the following questions, incorporating concepts and key terms from your text:
1. What are the issues in the upcoming negotiation?
Based on a review of all the issues, what is the “bargaining mix”?
(Which issues do you need to cover? Which issues are connected to the
3. What are your interests?
4. What is your resistance point – what is your walkaway?
5. What is your alternative?
6. Define your targets and asking price – where will you start and what are your goals?
7. Who are your constituents and what do they want you to do?
8. Who are the opposing negotiators and what do they want?
9. What overall strategy do you want to select?
10. What protocol needs to be followed in conducting the negotiation?
APA format required. Please cite any outside sources used.