Case Study : Conducting Fruitful Negotiations: Making the Negotiation Process Work

A friend of yours is a department Manager at a large company. His secretary requested a 10 percent raise. She was worth it. The problem was that 10 percent represented a large raise compared to the 5 percent other employees had received. Was there a creative both-win way out of this problem?

Question:

You are required to apprise your friend about the use of the Shell's 4 step negotiation process, and advise him on how to methodically and critically work through each step to reach an agreement that is mutually beneficial to both parties:

The overriding aim in this management situation is to move the talks from a confrontation and contest to a win-win arrangement. Use relevant examples in support of your answer.