Negotiation takes many forms. A common one is a one to one interpersonal negotiation in the workplace often related to job performance and salary. In this scenario the employee Mr. Rob is a Project Specialist who has only worked 9 months at the company. He has requested a meeting with his boss Ms. Sue. Robs goal is to get a salary increase. Meeting conversation between the boss and the employee is as follows: Rob: Hi Sue, thank you for taking out time to meet me. Sue: Hi Rob, I am glad to do so. What is our meeting about? Rob: Well, I have been working here for over 9 months now and I wanted to speak with you about a salary increase. Sue: Rob, we just gave increases 4 months ago, so I dont know why we would deal it from the annual plan. Rob: I appreciate that, but I would like to share with you what I have been doing and ask for your support in recognizing my efforts. I think you will see that I have earned a raise. Sue: I am listening. Rob: During my performance review, you indicated that my overall performance was excellent and my attitude has gone from combative from the first few months to collaborative which you thought was very noticeable and appreciative. Sue: Yes, that is true. But I dont see how this means you have earned a raise. Rob: Well, I also have been assigned several projects where I was asked to join a team in each case including the last two that you personally assigned me to which I was named - Team Leader. Sue: Well Rob, that is not a surprise. You know that I am aware of your potential as a leader. Performance is really what matters. How did the projects work out? Rob: In each case, we were able to complete the project on time and under budget and the formal feedback from briefing sessions recognized my leadership as a key to success. Sue: This is fine. Rob, in next years performance review we will certainly consider this. Keep up the good work and I am sure it will be reflected in your salary rays next year. Rob: I understand that normally we like to odd raises based on performance on an annual basis. However, given my performance and desire to continue to help the company achieve its goals; I feel that I have earned consideration for a promotion. Sue: Promotion? I thought we were just talking about salary increases. Rob: A salary increase based on my promotion to Project Manager. My track record of delivering project successfully is recognized by the project stakeholders and team members out in the market. Sue: But you have only been here for 9 months. Despite your success, I am not sure going against policy is a good idea. It sets a precedent that corporate will not want to settle giving raises and promotions in the middle of the year. Rob: Another important factor that I have researched is that Project Manager with similar education and experience as mine in the region of the country are paid on an average 25% more than what I am being paid now. Sue: Well, we dont have the budget for that kind of an increase right now. So I dont think we can consider it. Rob: Perhaps, you can work it out in two steps. The first 15% raise effect immediately. Followed by with a formal promotion with a 10% raise at the next review. Sue: This will be based on your continued performance of course. Rob: Of course. Sue: Let me discuss this with our Human Resources Department and let you know for the specific outcome. Rob: Thank you Sue. Sue: Well Rob you have earned it and I am glad you are part of our team. Required: Apply the above scenario to answer the questions below: a) Do you think Rob was successful as he had thought through his side of the negotiation? Validate your choice with explanation. (4 marks) b) Opponents in a negotiation process commonly consider each sides BATNA. What was the BATNA for Rob & Sue (if any)? (4 marks) c) Do you think at any point in time Rob was losing the negotiation? Explain why or why not. (4 marks) d) Sue has been found to be shifting her statement focus trying to defend her stand of not giving salary increase/promotion until next year. What changes did you notice in her statements? (4 marks) e) Explain the negotiation tactic used by any or both opponents in this scenario and provide an example from the negotiation meeting.