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 Shells 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 to support your answer.