Case Study 1 Read the case study and answer the following question

Details:

Angela is being interviewed for a job. She uses a couple of techniques that she herself has picked up during the course of her studying a module of negotiation at university. The person that worked at this position before ( Marcus) left since he felt he wasnt being paid enough and that he had a good enough cv to get a better salary somewhere else. Angela is a lot more experienced that Marcus and believes that she should easily be getting 29k

Angela is referred to as her below and the interviewer as interviewer Look at the following case and answer the questions below

Interviewer - What are your salary expectations for this position?

Her - Well, first Id like to learn more about the position and be sure that were the best fit for each other.

At this point the interviewer nods and continues on other topics. Later...

Interviewer - So, if youre happy with what weve discussed so far, Id like to get back to salary expectations. What would you be expecting for this role?

Her - Thanks, I like really like (position) . I would especially like to work on (major project), I noticed looking on your website that you havent (missing element) - so I can probablyhelpthere.Whatsortofbudgetdidyouhave inmindfortherole?

Interviewer - Marcus, the guy who did the job before you, was earning 29k.

Her-Butnowyourelookingforsomeoneformoreexperienceandto workonthe major client projects.

InterviewerYes,ideallywewantsomeonewithmoreexperienceandcan handle our bigger clients.

Her-SoyoursalaryforthismustbesignificantlyhigherthanwhatMarcus was beingpaid?

Interviewer - I would have to check. Im not really sure what budget (boss)

had in mind.

Her-Thatsfine,letmeknowwhatyourbosshasinmind.I have3more yearsofexperiencethanMarcusandIm lookingforamoreseniorrolethan hehad,sowould expect higher than that.

Interviewer - Ok, I need to warn you now. We are on a limited budget and Illtrymybest,butIwouldntexpect muchmorethanthat.(Boss)isntlikely tobespendingtoo muchmoremoneythanwhatMarcuswason.Would you be willing to accept 29k just to begin with?

Her - Im looking for a senior (job title) position. So if that is theroleyoure offeringandisvaluedattherightlevelthen Imveryinterested.Ifitsnot thenthereareprobablybetter people for the position. I have two friends who are looking for (job title) roles. They dont have as much experience, but would be better if youre looking at a more junior level.

Interviewer - No, were definitely interested in you. Ill talk to (boss) and see what I can get for you. We should be able to get back to by the end of the week.

Question 1: Can you pick out the things that she (did well from above and provide a reason as to why you think that (10 marks)

Question 2: Can you pick out the things she did not do so well and provide a reason as to why you think that (10 marks)

Question 3: Can you respond to each of the interviewers questions yourself. Pretend you are interviewing for the position? (10 marks)

1. Interviewer - What are your salary expectations for this position?

2. Interviewer - So, if youre happy with what weve

   discussed so far, Id like to get back to salary expectations. What would you be expecting for this role?

3. Interviewer - Marcus, the guy who did the job before you was earning 29k

4. InterviewerYes,ideallywewantsomeonewith

   moreexperienceandcan handle our bigger

   clients.

5. Ok, I need to warn you now. We are on a limited budget and Illtrymybest,butI

   Wouldntexpectmuchmorethanthat. (Boss) isnt likely tobespendingtoomuch moremoneythanwhatMarcuswason.Would youbewillingtoaccept29k just to begin with?

6. Question 4: Now, look from the interviewers perspective. List down the good things they did with a brief commentary ( 10 marks)

   Question 5: Now list as many bad techniques you notice in their negotiation process. ( 10 marks)

   Question 6: Do you think Negotiation is absolutely necessary in every scenario? (10 marks)