The Job Negotiation$1$

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Overview$$

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Learning objectives include:$$

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Identifying challenges related to negotiating via email $($instead of face to face$)$ and generating strategies to successfully overcome these challenges;$$

Gaining comfort with self$-$advocacy, and identifying and leveraging potential sources of power $($including a strong BATNA$)$ in employment negotiations;$$

Noticing new opportunities or changing circumstances and asking open$-$ended questions to discover critical information;$$

Determining priorities among different interests and creating value by generating packages of options that meet high$-$priority interests of the parties$$

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Scenario$$

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Jordan Webb, a current master$$s student, negotiates via email $($simultaneously$)$ with two tech firms that are potential employers. Both firms have offered to create a new position for Jordan as the director of community engagement to manage public$-$private partnerships. Jordan$$s interests are wide$-$ranging, including the work itself, salary and benefits, tuition reimbursement, start date and vacation time, location, degree of travel, and flexibility to work from home because of family concerns.$$

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Avery Adams represents Computech, Jordan$$s former employer that seeks to hire Webb.$$