Negotiation, Getting to yes, ch 2 What did you learn from this chapter and case study that will apply to your chosen negotiation? What did you learn that could help and what did you learn to avoid? Write a paragraph on what you learned from this week's work.

Choose a salary negotiation for Kevin.

Salary negotiation for Kevin should be such that he should ask the new company that his desire for the annual salary is a minimum of $100K excluding benefits given his need in the company and his market value. When Kevin would set the appropriate base by evaluating the market standards, he would be able to set a baseline for his salary below which he would not be working. Since Kevin is an asset for the company, he would be offered a salary that would be nearer to his minimum demand or even more than that.

What went wrong for Kevin from the beginning?

The thing that went wrong for Kevin was that he applied for the job at the new company and quoted his salary expectation without exploring the market for getting information about the current trend in salary standard for the job which is being applied by him. Apart from this mistake, Kevin also quoted that he would be desiring the salary up to $95K annually, thus he gave a chance to the company to offer him a salary between the salary that was being offered to him by his previous company and his desired salary. Thus, the company was free to set his salary between $85K to $95K.

Did he fail to prepare enough for the salary negotiation, or did he state his position too early? Could it be both?

Kevin failed to prepare for the salary negotiation as he did not know the market standards for the salary and the amount that he should quote to the company. Without doing the market research for the standard salary that he could get for his position; he quoted the amount for salary.

Have you ever successfully negotiated a better salary from an employer or during the hiring process for a new job?

Yes, I have been successful in negotiating the salary that I desired during the hiring process. My previous employer was offering less salary to me than the market standards. I conducted market research to know the salary that is being offered for my position in the other companies. I asked my previous employer to raise my salary up to the market standard level or I would be resigning from the post. Meanwhile, I searched for a new company and stated that I would be requiring the minimum salary amount that was in accordance with the market standard. I was able to successfully secure a salary little higher than the minimum salary that was being quoted by me.

What worked for you, what would you suggest to your fellow students in situations like these?

In such a situation, students should note that it is very important to conduct market research for various aspects of the job such as for salary, benefits, type of job, etc. After conducting the appropriate research, one should approach the company or should appear for the job. This will help an individual to appropriately quote the minimum desired salary and the benefits from the company.

Negotiation Class