Page 38 Chapter Scenario - After much thought about what she really needed from a job and considerable research on what employers were typically offering to recent college graduates in her field, Katherine felt more confident about negotiating with her prospective employer. She realized that while a starting salary that would allow her to meet her living expenses was necessary, the opportunity to gain experience and progress in her career were most important for her in the long term. She evaluated her alternatives to accepting this offer. Her research into typical starting salaries for those in her field showed that the offer the employer had made was a little low. She planned to use that information to negotiate a higher starting salary. She decided to ask if the employer would provide tuition reimbursement so she could pursue an MBA to increase her value to the employer-and help her progress in her career. She also planned to discuss the types of assignments that she would be given so she could gain experience. It was time for her to negotiate the job offer-and she was now ready!

>Discuss the issues that could be included in the bargaining mix for Katherine in the Chapter Scenario

>How could Katherine use BATNA, WATNA, and MLATNA to frame the negotiation process.

Page 48, Exercise 2 - ( It all depends on how you frame it)

You have been with your current employer for five years. It is a good company for which to work, you like the work you are doing, and you are good at your job. You live in a great location with many friends and family members nearby. You are active in your community and participate in several local recreational activities with your spouse and children. Your boss has just informed you that the facility where you are currently working is going to be closed in six months. The work currently being done in your location will be moved to a similar facility in another state. There is a possibility of transferring to the new location, but you are not sure if you want to relocate. Using the following table, identify the advantages and disadvantages of transferring to a new location and remaining in your current location and respond to the questions below.

- Describe the advantages and disadvantages of this scenario. How can this situation be framed?