Case Analysis Document $$ Job Offer Negotiation: Joe Tech and Robust Routers

Student Name:

To showcase your understanding of the case, answer as many questions as possible in this planning guide.

Notes:

$1-$ In answering the questions, only use the information made available to you in the case.

$2-$ Do not do any outside research.

$3-$ This is an individual assignment.

In this negotiation roleplay, the parties have several items to negotiate: salary, bonus, and relocation.

Answer the questions on behalf of Joe ONLY.

Q$1.$ Primary underlying interest $[$Hint: Why are you negotiating?$]$

Q$2.$ What are YOUR Best Alternatives to a Negotiation Agreement $($BATNAs$)?$

In the table below, identify:

Q$3$a$,$ b$,$ c$.$ Initial Demand $-$ Are you planning to initiate the first demand? Why yes$/$ why no$?$ If yes, what

would be your first demand?

Q$4$a$,$ b$,$ c$.$ Walk$-$away Point $$ What is YOUR walk$-$away point $($i$.$e$.,$ limits$)?$

Q$5$a$,$ b$,$ c$.$ Target Point$-$ What is YOUR target point?

Order Issue Answer

Q$3$a Initial Demand $$ salary

Q$3$b Initial Demand $-$ bonus

Q$3$c Initial Demand $-$ relocation

Q$4$a Walk$-$away Point $$ salary

Q$4$b Walk$-$away Point $$ bonus

Q$4$c Walk$-$away Point $-$ relocation

Q$5$a Target Point $-$ salary

Q$5$a Target Point $$ bonus

Q$5$a Target Point $-$ relocation

Q$6.$ Would you identify any other items in the bargaining mix $($other than salary, bonus, and relocation$)?$

If so $$ what?

Q$7.$ What engagement strategy do you want to pursue during the negotiation $($Competitive$,$ Collaborative,

or Accommodative$)?$ Provide a rationale $($why$).$ Specify whether your chosen engagement strategy is a

distributive or integrative negotiation strategy.

Q$8.$ What tactics will you use during the negotiation? $($depending on your strategy, identify the tactics you

plan on using.$)$

Q$9.$ What are your talking points when you meet with Leigh Bultema? List at least THREE: