Number of Pages: 1 (Double Spaced)
Writing Style: APA
Number of sources: 3
Responses should be formatted using APA style guidelines.
Topic 1: Read the Case: “To Open or Not to Open – That is the Question” answer the five questions that follow it. There are five questions
James had eight years experience in health care human resources and wanted to move up into an administrative position. So he decided to go back to school part time for three more years and get a master’s of business administration (MBA). As James was approaching the completion of his MBA, his boss, Jayne, knew that he was looking for a new position with a new salary. Before they sat down to talk, neither of them knew exactly what the new salary should be. James was making $63,000 currently and Jayne had no idea what James could make on the open market—3 percent more, 5 percent more, 10 percent more? She wants to be fair, but she also needs to keep her budget under control. James decided to use this uncertainty to his advantage, so he did research and decided to make a strong opening offer.
James: “Jayne, I really appreciate you meeting with me.”
Jayne: “No problem. I’m really proud of you finishing your MBA. Congratulations!”
James: “Thank you. I of course do not want there to be any tension between us, so in anticipation for our meeting, I’ve tried to do quite a bit of research on what a fair salary increase would be. Is it okay if I present you with this information?”
Jayne: “Sure.”
James: “Okay, so the first thing I did was look at the average starting salaries for everyone graduating from my MBA program. This is based on 330 graduates over the last three years and the number was $91,000. Of course not all of those are based in health care, so the next thing I did was look at those in health care with 10–15 years experience and an advanced degree. It’s not easy to get this information, but from three people in this company and three others I know, the salaries ranged from $75,000 to $97,000 with an average of $88,000. Finally, I looked at the last person in my position to get an advanced degree, and she received a 20 percent raise, which for me would be $12,600 and take me to $75,600. So in averaging $75,600, $88,000, and $91,000, I came up with about $85,000. I was hoping we could start the discussion around there.”
Jayne: “That’s really impressive research and I respect that. We probably can’t go that high but let me see what I can do.”
The impetus is now on Jayne to negotiate James off his number, which is $85,000. This creates a much different negotiation than if Jayne opened with a 5 percent raise, which would have anchored the negotiation around $66,000. The impact is that the $85,000, along with the justification, changes the way Jayne is thinking about the negotiation. She might realize that they need to go to $80,000 to keep James now, whereas perhaps before the negotiation, she might have had $75,000 in her mind as the high number.
Questions
1.
Where do you think this negotiation will end up?
2.
What would you have done if you were James?
3.
When dealing with conflict, do you think about how to begin?
4.
What are other types of opening “offers” that have nothing to do with money but that still set the tone for the negotiation?
5.
How can you use various types of openings to your advantage?
Topic 1: Read the Case: “To Open or Not to Open – That is the Question” answer the five questions that follow it. There are five questions
James had eight years experience in health care human resources and wanted to move up into an administrative position. So he decided to go back to school part time for three more years and get a master’s of business administration (MBA). As James was approaching the completion of his MBA, his boss, Jayne, knew that he was looking for a new position with a new salary. Before they sat down to talk, neither of them knew exactly what the new salary should be. James was making $63,000 currently and Jayne had no idea what James could make on the open market—3 percent more, 5 percent more, 10 percent more? She wants to be fair, but she also needs to keep her budget under control. James decided to use this uncertainty to his advantage, so he did research and decided to make a strong opening offer.
James: “Jayne, I really appreciate you meeting with me.”
Jayne: “No problem. I’m really proud of you finishing your MBA. Congratulations!”
James: “Thank you. I of course do not want there to be any tension between us, so in anticipation for our meeting, I’ve tried to do quite a bit of research on what a fair salary increase would be. Is it okay if I present you with this information?”
Jayne: “Sure.”
James: “Okay, so the first thing I did was look at the average starting salaries for everyone graduating from my MBA program. This is based on 330 graduates over the last three years and the number was $91,000. Of course not all of those are based in health care, so the next thing I did was look at those in health care with 10–15 years experience and an advanced degree. It’s not easy to get this information, but from three people in this company and three others I know, the salaries ranged from $75,000 to $97,000 with an average of $88,000. Finally, I looked at the last person in my position to get an advanced degree, and she received a 20 percent raise, which for me would be $12,600 and take me to $75,600. So in averaging $75,600, $88,000, and $91,000, I came up with about $85,000. I was hoping we could start the discussion around there.”
Jayne: “That’s really impressive research and I respect that. We probably can’t go that high but let me see what I can do.”
The impetus is now on Jayne to negotiate James off his number, which is $85,000. This creates a much different negotiation than if Jayne opened with a 5 percent raise, which would have anchored the negotiation around $66,000. The impact is that the $85,000, along with the justification, changes the way Jayne is thinking about the negotiation. She might realize that they need to go to $80,000 to keep James now, whereas perhaps before the negotiation, she might have had $75,000 in her mind as the high number.
Questions
1.
Where do you think this negotiation will end up?
2.
What would you have done if you were James?
3.
When dealing with conflict, do you think about how to begin?
4.
What are other types of opening “offers” that have nothing to do with money but that still set the tone for the negotiation?
5.
How can you use various types of openings to your advantage?
Get Professional Help with Your Research Essay Paper Today From Our Student Essay Service!
No comments:
Post a Comment