MGMT 44690
1. Goals & Risks of Negotiation
Q: What are Mykalea’s goals in her salary negotiation?
A: Secure a higher salary, maintain a good relationship with UCC, and ensure future salary growth.
Q: What are the risks of negotiating?
A: UCC rejecting her counteroffer, damaging her relationship with management, or being forced to look for another job.
2. Negotiation Skills: High vs. Low Competence
Q: What is an example of low assertiveness in negotiation?
A: Avoiding stating salary concerns due to fear of appearing too forceful.
Q: How can someone improve their social intuition?
A: Consider the other party’s constraints and find solutions that benefit both sides.
3. Key Negotiation Concepts
Q: What is Mykalea’s BATNA (Best Alternative to a Negotiated Agreement)?
A: Searching for another job that offers a higher salary.
Q: What is a reservation point?
A: The lowest salary she is willing to accept before walking away (likely $75K).
Q: What are tangible and intangible issues in Mykalea’s case?
A: Tangible: Salary amount. Intangible: Recognition of her contributions.
4. Negotiation Styles
Q: What is the best negotiation style for Mykalea?
A: Collaborating (Win-Win) – seeking solutions that benefit both parties.
Q: What negotiation style would involve refusing to negotiate and just accepting the offer?
A: Avoiding (Lose-Lose).
5. Four Elements of an Opening Statement
Q: What are the four key elements of an effective opening statement?
A: 1) Greeting & gratitude
2) Statement of interest
3) Framing the issue
4) Setting a positive tone
6. Power & Leverage
Q: What type of power does Mykalea have in her negotiation?
A: Expert power (her skills), referent power (respected by management), and informational power (salary research).
Q: What is an example of normative leverage in Mykalea’s case?
A: Using Glassdoor salary data to justify a raise request.
7. Persuasion Techniques
Q: Which principle of persuasion is used when Mykalea shows that other RNs earn more?
A: Social Proof – referencing peers’ salaries to justify her request.
Q: Which principle is used when she expresses her dedication to UCC?
A: Commitment & Consistency – showing she is loyal and values the company.
8. Question Asking in Negotiation
Q: What is the difference between open-ended and closed-ended questions?
A:
Open-ended: Encourages discussion (e.g., “How can we bridge this gap?”).
Closed-ended: Yes/no answer (e.g., “Can we discuss a raise in six months?”).
Q: What is a question probe?
A: A follow-up question to get more information or clarification.
Q: Give an example of a leading question.
A: “Wouldn’t a higher salary be fair given my experience?”
9. Distributive vs. Integrative Negotiation
Q: What is distributive negotiation?
A: Win-Lose – One party gains at the other’s expense.
Q: What is integrative negotiation?
A: Win-Win – Finding solutions that benefit both parties.
Q: Which strategy is Mykalea using in her revised email?
A: Integrative – She offers multiple solutions instead of just demanding a raise.