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In this exercise, I played the role of Joe Tech an intern who worked with Leigh at Robust Routers Inc (RR). I loved what I did for RR and worked with Leigh and production teams during my internship. My object is to negotiate with leigh better salary and benefits offered by Fourcom and a start-up company.

Planning and Preparation

After going through the role prescription, I understood the given constraints and flexibility assigned for Joe Tech. This helped me to develop a path to make my strategy.

My expectations is that RR would offer me a higher salary. I also expected to be hired as a senior project manager, but I am flexible if I get an offer as Associate Product Manager, as my primary interest is to get a business development position, my plan is to move the business development group within a year or two. I am also planning to mention that I have an offer from Two other companies Fourcum and Startup company. It will show that I am in demand. It will also shows to RR that I am employable and may not be available in the job market much longer.

Batna

Accept the offer from FourCom

Actual Progression of Events

I and Leigh connected through WebEx and overall, we took less than 30 minutes to reach an agreement. I started the discussion by thanking Robust Routers offer but at the same time felt uncomfortable with few variables as mentioned in the offer letter and wanted to negotiate on those variables.

I started with the title and said that it is very important to have the Product Manager as a title. Leigh was insisted since Product Manager required a different set of skills and competencies, which I may lack currently so cant give Product Manager Title but will offer the salary 100,000. As Title was low value, I accepted title of Associate Product Manager. But I will be considered for business development position in year or two. As Professional development plan Leigh promised that I will be given an opportunity to assist business development group and will plan to move from Associate Product Manager Position to business development with promotion.

Signing Bonus is the next variable which was taken by me. I wanted to increase it to $20,000. But leigh resisted and made a counteroffer of 9000. As Signing Bonus is high value to me, I Insisted and mentioned that I have other Job offers, but as I have worked for RR, I do like the culture of this company, but I need Bonus which should be matchable to other offers I have. At this point Leigh offered me 12000, but I insisted for Higher Bonus and we finalized 15000 $ which I think was a fair offer by RR.

Next, I came up with relocation expense and wanted it to increase to $15,000. Leigh counter offer of 10,000. Though for me its of medium value, I still wanted to negotiate over it and asked for 15000, as I had to much expenses to cover. we both agreed on 12000 which I think was a good offer. We also agreed to have a 3% as a Stock option.

I also agreed to have an annual bonus, which will be rewarded at the end of the year based on my performance as decided by manager. I also ensured that his appraisal process will be fair and transparent.

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Finally, we discussed the Start date, which is of Medium value to me. Leigh wanted me to Join the company as soon as possible as RR is in a process to expand the product group. I

conveyed that I am planning to go for a 1-month vacation to Europe and cant join on 1^st June as

mentioned in the offer. Leigh promised if I joine 1^st Juned and help to finish Router Project, I will get a paid vacation to Europe for a month

. I readily accepted it and we knocked off all the variables and reached an agreement.

Solution Achieved

For me, as Joe Tech, the goal of this negotiation is to ensure that nontrivial improvements in the terms of the offer before I choose RR. RR is my first choice. I wanted to ensure that the final agreement should be better than my BATNA. During the negotiation process I make sure my relationship with Leigh was not affected negatively as I needed to professionally collaborate with her for a long time

Negotiation was a win for both of us. For me the final agreement is better than my BATNA and most importantly I got the best deal as I gained the high-value variables in my favor. On the other hand, my counterpart got what he expected. Most importantly I will be starting on 1^st of June which was high priority for Leigh as she was desperate to expand the product group as soon as

Possible.

Evaluation of Individual Performance

I felt that I did well in negotiating and reaching out to agreement. The negotiation went well between me and leigh as Expected. We respected each other and asked question professionally and politely. Try to understand each others viewpoint and come to consensus which helped both. I do believe that my negotiating tactics, bundling with log-rolling, worked out well for both of us. I used these techniques in almost every part of the discussion. Since I prioritized and ranked all the variables, it was easy to handle my counterpart's expectations and gain the high-value variables in my favor. We both were sympathetic to others Obejctive and come up with a solution which helped both of us to achieve our goal. I feel happy about the negotiation which got me a good deal when compared to my BATNA.

Lesson Learned

I enjoyed this negotiation process as it was very insightful. It help me to learn about my negotiation skills and realize what my weaknesses are. Its important to use tactics at the right time which is crucial in Negosition. I did spend a lot of time in prioritizing and ranking the variables, l realized that it is worth to spend some time as it played a crucial role in negotiation deciding trade-off strategy. One of the challenges I faced during negotiation was to convince counterparts when we had a deadlock. I used active listening, collaboration, problem solving, and utilization of new variables helped me to break the deadlock.

Next time If I had to do negotiation again I would use more tactics such as contingency contracts, where I would have made Leigh sign a contract to pay 4 Month Salary in case of layoff in future. Apart from this, I am happy about the way the entire negotiation process went through.