Negotiation 3 and 4

There are two assignments that need to be completed I have listed the assignments below .

First Assignment :The Bargaining Mix

You are a manager of a large retail outlet and have been employed with the organization for four years. The retail outlet employs approximately one hundred employees and has a number of management roles (Several Assistant Managers, several Managers, two Senior Manager, and a Director). For the last two years, you have been an Assistant Manager and have received what would be considered fair compensation for your role.

Over the last year, you have been asked to take on many of the responsibilities of a Manager, as one of the Senior Managers left the company and your Manager has essentially taken on that role. Your additional duties have caused you some stress and you would like to ask for either a promotion to a management position or, at minimum, additional compensation. You’ve previously expressed your frustrations to your Manager, but have been told that the company simply doesn’t have the ability to make any changes at this time. You have decided to approach your Manager again and ask for a meeting with the management team to discuss your future with the company.

Although you would prefer to take the promotion along with an accompanying pay raise, you are willing to accept a modest pay raise. If neither is agreed to, you have decided to begin looking for work at another organization. A friend of yours has let you know that she would be interested in talking with you about the possibility of taking a management position with her organization. Because of your time with your current company, you would prefer to stay there if possible. As you are a very shrewd negotiator, you have decided to use the Negotiation Planning Guide (Table 4.2) on Page 98 of your text.

Additional information that is useful in answering this question: 1. Your current salary is $44,000 per year. 2. The average salary for a Manager is $54,000 per year and also includes an additional week of Paid Time Off.

Answer the following questions:

1. What are the issues in the upcoming negotiation?
2. Based on a review of all the issues, what is the “bargaining mix”? (Which issues do you need to cover? Which issues are connected to the other issues?)
3. What are your interests?
4. What is your resistance point – what is your walkaway?
5. What is your alternative?
6. Define your targets and asking price – where will you start and what are your goals?
7. Who are your constituents and what do they want you to do?
8. Who are the opposing negotiators and what do they want?
9. What overall strategy do you want to select?
10. What protocol needs to be followed in conducting the negotiation?

The requirements below must be met for your paper to be accepted and graded:

• Write between 750 – 1,250 words (approximately 3 – 5 pages) using Microsoft Word in APA style, see example below.
• Use font size 12 and 1” margins.
• Include cover page and reference page.
• At least 80% of your paper must be original content/writing.
• No more than 20% of your content/information may come from references.
• Use at least three references from outside the course material, one reference must be from EBSCOhost. Text book, lectures, and other materials in the course may be used, but are not counted toward the three reference requirement.
• Cite all reference material (data, dates, graphs, quotes, paraphrased words, values, etc.) in the paper and list on a reference page in APA style.

Book : Lewicki, R. J., Saunders, D. M., & Barry, B. (2015). Essentials of Negotiation (6th ed.). McGraw-Hill

ISBN: 9780077862466

Second Assignment: Trying to Sell Your Audio System

You are trying to sell your audio system (an amplifier and speakers) to raise money for an upcoming trip to overseas. The system works great, and audiophile friend tell you that if he were in the market for this kind of equipment (which he isn’t), he’d give you $500 for it. A few days later the first potential buyer comes to see the system. The buyer looks it over and asks a few questions about it. You assure the buyer that the system works well. When asked how much, you tell the buyer that you have already had an offer for $500. The buyer purchases the system for $550.

• Justify and explain your decision to lie about having the second offer, and what were the consequences of your decision to lie to the buyer.

The requirements below must be met for your paper to be accepted and graded:

• Write between 750 – 1,250 words (approximately 3 – 5 pages) using Microsoft Word in APA style, see example below.
• Use font size 12 and 1” margins.
• Include cover page and reference page.
• At least 80% of your paper must be original content/writing.
• No more than 20% of your content/information may come from references.
• Use at least three references from outside the course material, one reference must be from EBSCOhost. Text book, lectures, and other materials in the course may be used, but are not counted toward the three reference requirement.
• Cite all reference material (data, dates, graphs, quotes, paraphrased words, values, etc.) in the paper and list on a reference page in APA style.

Book : Lewicki, R. J., Saunders, D. M., & Barry, B. (2015). Essentials of Negotiation (6th ed.). McGraw-Hill

ISBN: 9780077862466

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