Conflict Mgmt & Negotiation: Workplace Negotiations For this Critical Thinking A
ID: 468177 • Letter: C
Question
Conflict Mgmt & Negotiation: Workplace Negotiations
For this Critical Thinking Assignment, you are negotiating with your supervisor for a raise and also to work four days per week at 12 hour days. Answer the following questions based on the scenario (see below). You can use a current income of ($65,000) and a schedule of (M-F 8-5) as the “opponents” BATNA.
1. What issues are most important to you? (List 5 in order of importance)
2. What is your BATNA? Reservation Price? Target?
3. What are your sources of power?
4. What issues are most important to your opponent? (List 5 in order of importance)
5. What is your opponent’s BATNA? Reservation Price? Target?
6. What are your opponent’s sources of power?
7. What is your opening move/first strategy? Other important information?
8. How would you gain power in this situation since the supervisor would have legitimate power?
Please indicate the associated # with the answer. Thank you.
Explanation / Answer
1. The issues most important to me are:
i) Having an additional weekday off
ii) Additional funds at disposal
iii) Flexible time utilization
iv) Longer stretches of time at work (needed for some routine tasks anyway)
v) Increased earning per hour of effort
2. My BATNA is the other job offer I have - $75,000 and 5 days a week (8-5)
3. My main source of power is the expert power that comes with my experience in the job and the ability to execute the job relatively unsupervised. I also wield some reqard power as I am actually offerring to work more hours a week.
4. The uissues most important to my opponent are:
i) Quality of Delivery
ii) Timeliness of Delivery
iii) Cost per hour of input
iv) Discipline within the team
v) Availability of team members during staff meetings
5. The opponents BATNA is the current situation - $65,000 and M-F (5-8)
6. My opponent's source of power is primarily legitimate power as she has authority to decide my working hours and my increments. She also wields coercive power as she can actually penalize me.
7. My opening move would be to discuss my performance, both on Quality and Punctuality. I know I have exceeded expectations in the last one year and hence, would like the negotiation to start with clear acknowledgement of the same. Information that is not available with my opponent is that my BATNA does not give me the one day extra per week that I need. In fact, that is the mosgt important issue for me.
8. The supervisor clearly has legitimate power, so as explained in #3, I need to use the expert power and reward power that I wield. By ensuring that my superior performance is recognized, I hope to gain some power in the negotiation. I am also willing to work more - and have already established credibility on the ability to work unsupervised. Hence, none of the things really important to my supervisor are hurt by allowing me to work 12 hours for 4 days. Also, the raise I am asking for is well within the Company norms for my level of performance.