Negotiating Successfully

What strengths/advantages do you bring to the negotiation? What strengths/advantages does your manager bring to the talks? Explain.

One of the advantages I bring to the table is my knowledge of our customers’ behavior because I have worked at Walmart stores for a long time. The second advantage is expertise in product setup because I have previously done other successful product setups for the company. Therefore, I can propose the most effective time for the configuration based on the lessons learned from past product setups. One of the advantages that the manager brings to the negotiation is the knowledge of the organization’s goals, including long-term goals, that I may not be familiar with because she is part of the team in charge of making decisions in the company. The second advantage is understanding the top management’s expectations on product promotion because he is the main link between the top management and me.

What issues rank high on your list of priorities for the negotiation? What problems rank high on your manager’s list of priorities?

Compensation is one issue that ranks high on the list of priorities for negotiation. I need to negotiate extra compensation because I will be working on my day off. The second issue is the event’s postponement because I had already made plans for the weekend. One problem that ranks high on the manager’s list of priorities is my availability on Saturday evening and Sunday afternoon because the project needs to be completed within the shortest time. The second issue is overtime payment, which may be considered because I will be working on my day off.

What can you do to prepare yourself for the negotiation to make sure that you communicate your concerns and issues effectively?

I can make a list of my priorities and predict the manager’s response to create a proper counterargument to make sure that I communicate my concerns and issues. I can also create a list of alternatives I may consider during the negotiation based on my desired outcome. For example, I may consider having a day off on Monday, working on the weekend, and getting an overtime payment, or postponing the project to a more favorable time.

What can you do during the negotiation to fully understand your manager’s concerns and issues?

I can ask the manager to clarify her arguments if there are any concerns that I do not understand. I can also use my counterarguments to interpret my understanding of the manager’s concerns and only proceed with the negotiation after I have understood the primary concerns.

Which negotiation strategy would you adopt for this scenario: a distributive (win/lose) or integrative (win/win) negotiation? Justify your answer.

I would adopt an integrative negotiation strategy in this scenario. According to Zhang et al. (2013), an integrative negotiation strategy ensures all negotiating parties win. Therefore, I would negotiate to achieve an outcome that benefits me and the organization.

Explain what resolution you would be willing to accept to ensure that your working relationship with your manager is maintained and strengthened and organizational goals are achieved.

I would accept to work on Saturday evening and Sunday afternoon only if the manager offers overtime pay. I would be working on my day off and would have to abandon my plans for the weekend.

References

Zhang, Z., Yao, J., & Huang, M. (2013). Dual Motives of Harmony and Negotiation Outcomes in an Integrative Negotiation. Acta Psychologica Sinica, 45(9), 1026-1038. https://doi.org/10.3724/sp.j.1041.2013.01026

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Read the following scenario, review course content, and conduct additional research on effective negotiation strategies.

Negotiating Successfully

Scenario: It’s Tuesday morning, and you just got a message from your manager of three years that an unexpected product promotion setup needs to be completed over the weekend. She learned about the product set early this morning from the regional manager, who expects the setup to be completed by Monday morning to maintain alignment with organizational goals and objectives. Since you have been at this Walmart store for four years and have the most experience with previous sets of this product, she wants you to work Saturday evening and Sunday afternoon to help get the project done. However, your schedule has you off this weekend, and you had planned to attend your mother’s 85th birthday party on Saturday evening. You also wanted to do some yard work on Sunday since the weather is forecasted to be calm and dry. You have scheduled a meeting with your manager this afternoon to discuss the situation and negotiate a better resolution.

In 275 words, double-spaced, use the results of your review and your research results to answer the following questions regarding the scenario:

1. What strengths/advantages do you bring to the negotiation? What strengths/advantages does your manager bring to the talks? Explain.
2. What issues rank high on your list of priorities for the negotiation? What problems rank high on your manager’s list of priorities?
3. What can you do to prepare yourself for the negotiation to make sure that you communicate your concerns and issues effectively?
4. What can you do during the negotiation to fully understand your manager’s concerns and issues?
5. Which negotiation strategy would you adopt for this scenario: a distributive (win/lose) or integrative (win/win) negotiation? Justify your answer.
6. Explain what resolution you would accept to ensure your working relationship with your manager is maintained and strengthened, and organizational goals are achieved.