The Issues: What are the key issues that I want an agreement on? Rank the issues in order of importance for you.

The issues are specifically related to the job offer by the RR Company.  The primary issues concerning with the given scenario are presented below in order of priorities.

1.      Salary/Title

The key issue related to the salary/title is that an appropriate job title and salary package are not selected.

2.      Assignment

The offer came in product management rather than the required field of business development.

3.      Signing Bonus

Offered bonus are not meeting the standard bonus packages offered to the graduating MBAs

4.      Relocation

Company is only covering 50% relocation expense.

5.      Stock option

Viewed as a last resort should RR be unwilling to concede on other issues. 

Issue-By-Issue Planning.  For each of my issues, what is my (a) opening point, (b) target point, and (c) resistance point? (1 mark)

My Interests.  What I really care about.  My wants, needs, concerns, hopes, and fears.  Note: this is not the same as “issues”. (1 mark)

1)              I want to get a fair salary package for an associate product manager or than this I want to be recruited as a product manager in the RR Company.

2)      I want to be appointed as business development leader as I have an interest in business development rather than product development process and job duties. 

3)              I hope to get an appropriate package for relocation expenses by the RR Company that covers all cost of broker costs, potential storage for the search of new residence location, and moving costs.

4)      I fear about signing bonus as it is not according to the given job title.

Their interests. * What I think the other party really cares about.  Their wants, needs, concerns, etc.  (1 mark)

        In my views the opposite party (employer party of the RR Company) would really care about the presented below wants, needs, and concerns:

1)      They need to recruit me in the product group of the company as they are desperate to expand their product group but lacking managerial staff in this group. (D)

2)      They want to give a high package salary with relatively lower job rank. (D)

3)      They fear that I would demand high salary packages. (C)

4)      They are concerned about my date of joining (S)

5)      The concerns about my demand for relocation expenses and moving costs (S)

* Identify which of their interests are similar (S), different but not conflicting (D), and conflicting (C) by noting this above. (.5 marks)

 Options.  List possible agreements or bits of an agreement that we might reach to satisfy both parties. Note: This should not just be a list of your target points.  (1 mark)

    There are some possible agreements and bits of agreement that can make both parties satisfied. See the enlisted below agreements:

1)          The first agreement is to recruit the employee as a product manager in the group to fulfill the vacant vacancy of the associate product manager in the company. This agreement is possible between employee and employer after the negotiation about job title and job salary.

2)      The second agreement is that employee will bear the remaining relocation expenses after the de-emphasizing on signing bonus.

3)      The third agreement between both parties is related to the signing bonus according to which RR Company will provide a $15,000 bonus.

Objective/ Independent Standards (Legitimacy): External standards or precedents that might convince one or both of us that a proposed agreement is fair when our interests’ conflict.  Indicate the most appropriate or relevant standard with an asterisk (*). (1 mark)

        Following external standards and precedents can convince these parties to sign a fair agreement even the interests of both parties conflict with each other.  The employee is going to be recruited by the company as an associate product manager. Considering this job position employees duty is to only claim for the fair packages and bonuses. Moreover, the employee should also understand the overall employee's retention policies of the company. Somehow, on the other hand, the company should provide salaries and benefits packages to the employee that meets the standard packages and wages in the country without any kind of discrimination (*Fair Labor Standards Act of 1938) (*Employment Standard Act) (*Anti-discrimination Act).

My BATNA (walk-away alternative).  What can I do if I walk away without an agreement?  What is my best alternative (indicate with a *)? (1 mark)

        If I walk away without an agreement then my best alternative would be as:

1)              I would accept the job position of associate product manager with high salary package as chances of promotion to product manager is quite high at this          job position.  (best alternative * BATNA)

2)              I would compromise on relocation expenses and cost package to avail this golden opportunity to work in RR company as a product manager. 

3)                  In case of walk away without any agreement, I would accept the alternative job offer in another company rather than working at a lower job position with an unfair incentive and salary package.

Their BATNA.  What do I think their BATNA is? (1 mark)

        The opposite party in the negotiation process is the employer party. They would give priority to their organizational benefits. So they will offer me high salary packages or may also accept to recruit me as a product manager in case no other competent candidate has applied for this job. Somehow, in case of walk away without an agreement the best alternative and BATNA from their side would be as:

*They would accept to offer me signing bonus according to the average of the market (that is almost equivalent to $15,000-$20,000). 

People Problems.  What “people problems” (e.g. biases, attitudes, emotions) are likely to arise in the negotiation that I should be prepared for, and how might I deal with these problems? Note: be specific; focus on the issues in the current negotiation scenario. (.5 marks)

People related problem that may arise in the negotiation process are as:

·        Differences in perceptions

        I am currently a newly graduated student and employer party is professional people. They would definitely give preferences to their organizational benefits in the negotiation so they might ignore my personal issues like relocation and car registration issues. I would deal with this issue by emphasizing the importance of residence and proper transportation for me to continue this job.   

·         Way of communication

        Employers may have a rude attitude during negotiation as I have a lot of points to discuss regarding job position. So I would tackle this issue by prioritizing the issues. I would discuss the next issue after the final decision and agreement of the previous one.