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Case Study Consider the following scenario and answer thequestions (taken from Table 4.2) below. You are a manager of alarge retail outlet and have been employed with the organizationfor four years. The retail outlet employees approximately onehundred employees and has a number of management roles (SeveralAssistant Managers several Managers two Senior Manager and aDirector). For the last two years you have been an AssistantManager and have received what would be considered faircompensation for your role. Over the last year you have been askedto take on many of the responsibilities of a Manager as one of theSenior Managers left the company and your Manager has essentiallytaken on that role. Your additional duties have caused you somestress and you would like to ask for either a promotion to amanagement position or at minimum additional compensation. Youvepreviously expressed your frustrations to your Manager but havebeen told that the company simply doesnt have the ability to makeany changes at this time. You have decided to approach your Manageragain and ask for a meeting with the management team to discussyour future with the company. Although you would prefer to take thepromotion along with an accompanying pay raise you are willing toaccept a modest pay raise. If neither is agreed to you havedecided to begin looking for work at another organization. A friendof yours has let you know that she would be interested in talkingwith you about the possibility of taking a management position withher organization. Because of your time with your current companyyou would prefer to stay there if possible. As you are a veryshrewd negotiator you have decided to use the Negotiation PlanningGuide (Table 4.2) on Page 98 of your text. Additional informationthat is useful in answering this question: 1. your current salaryis $44000 per year. 2. The average salary for a Manager is $54000per year and also includes an additional week of Paid Time Off. Ina three to five page paper answer the following questionsincorporating concepts and key terms from your text: 1. What arethe issues in the upcoming negotiation? 2. Based on a review of allthe issues what is the bargaining mix? (Which issues do you needto cover? Which issues are connected to the other issues?) 3. Whatare your interests? 4. What is your resistance point what is yourwalkaway? 5. What is your alternative? 6. Define your targets andasking price where will you start and what are your goals? 7. Whoare your constituents and what do they want you to do? 8. Who arethe opposing negotiators and what do they want? 9. What overallstrategy do you want to select? 10. What protocol needs to befollowed in conducting the negotiation?



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