Negotiation-Real World Reflection

existing world negotiation reflection first appearance As the senior manager, I wind up the yearbook functioning military rank of my police squad portions in January. aft(prenominal) finishing evaluation I pass on hold interviews with them, talking to about their efforts and the plans for this year. Lilly is iodine of my group members with a transgress k promptlyledge of the logistics industry. Based on her performance in 2012, her yearbook performance is rated B+ and she stack frig around 8% increase in closing bonuses. In addition, I plan to promote her as a aggroup attraction prudent for the logistics softw argon products promotion in the Federal market.Since our unions product line phylogenesis in 2013 will increase the enter in the northerly market, I continue the yearbook gross revenue income in 2013 will increase by 30% beneath the anticipate market goals achieved as a squad leader, Lillys personal annual income will increase by 15% -20%, dep ends on the gross sales accusation. only because of few family dry lands, she may not be impulsive to travel for a long cartridge holder. onwards the interview, I heard another pass Lilly was dissatisfied for her personal income being little than another aggroup member, Han, who joined the team in the beginning of 2012.In addition, Lilly has been force back toed as a consultant for al intimately 5 eld and she feels a little boring on this work. Due to marketing sales line of credit vacancies in our company, she wants to try the identify as a sales manager, in enjoin to get a rising working(a)s experience and get much duration to bear off deal of her family. Preparation planning Document What issues are most primary(prenominal) to you? 1. Retain Lilly as my team member. 2. labor her as the team leader prudent for the northern market. What issues are most serious to your similitude? 1. Dissatisfaction with her personal income. 2.Can the company go out the new challenges on the consultant line of fountaining? 3. Cannot travel a lot cod to family reasons. What is your BATNA? 1. Retain Lilly as my team member without promotion since she wont be willing to travel a lot. slip a mood working as the consultant with expected 5-8% annual income increase. The annual income will be little than now if she shifts to the sales position. 2. variegate the bonus distribution, increase the commission from 2% to 2. 5%, after promoting her as the team leader. 3. If she regards long-term business, over 1 month, she can go home erst a weekend every both weeks or get extra 2 days vacation. modesty Value? 1. Increase the commission from 2% to 3%, after promoting her as the team leader. 2. Increase annual vacation time from 10 days to 20 days. Target? Promote her as the team leader responsible for the northern market. What is your counterparts BATNA? 1. cant to the sales position which may provide challenge work. 2. get an eye on the consu ltant position, ask for a better salary. 3. Accept the promotion and get a much higher(prenominal) annual income. Reservation Value? 1. Make her annual income increasing 10% or more. 2. Try something new. 3. lie in the city and take care of her family.Target? To find a new work with both satisfaction payment and more time to take care of her family. What are your sources of power? Right to promotion. Provide the new challenges on the consultant job. Provide portion holiday adjustment. Right to bonus distribution. What are your counterparts sources of power? Shift to the sales position. hire for a higher salary or business allowance. Ask for more vacation time. What is your opening live on / first strategy? Talk about her annual performance, and tell her the coming promotion. canvass the annual income before and after promotion.Attract her by the challenge as a team leader. Other classic or bizarre information / lookationsHow long is the travel time she can accept? Her f amily situationIs in that location anything I can do for her or give her some suggestions? Negotiation Since we now live in different cities, I decided to use the video recollect interview. Different with telephone conversation, video treat can help me to adjust my negotiating strategy by observing the transforms in her lay out. I started with telling her the purpose for this conversation. Talked about the things the company measures for her position her contribution to revenue or costs.Based on her performance in 2012, her annual performance is rated B+ and she can get 8% increase in her year-end bonuses. Then, I went to the promotion issue. I canvas the marketing strategy of our company the northern market should be one of the most important markets in 2013. Therefore, I need to promote a team leader who can manage the consultant team for northern market. Based on her sharp consultant skill and knowledge of the logistics industry, she is the take up man for this position. Lilly showed her satisfaction with the result of annual performance evaluation and was pleased with the fortune to be a team leader.But she express she wanted to change to sales part in order to have more time to take care of her family. Since I know that it could not easy to get more time if being a sales manager, I didnt consider it as the real reason for her shift. through with(predicate) conversation, I learned that the real reason was her personal annual income was less than Han, which make her feel uncomfortable. I thought I should focus on the income first. Firstly, shifting to sales department was not a close choice since the income will decrease. Continue working as the consultant with expected 5-8% annual income increase.Secondly, I explained that she and Han held different position, their income cant be compared. Although I cannot tell the particularised income data, I consider their income is close. Moreover, if she got the promotion, her annual income should be change magnitude to a higher level. After that, I explained the details of the promotion the sales commission will be increased from 2% to 2. 5%, after promoting her as the team leader, which means her personal annual income will increase by 15% -20%. Lilly was attracted by the condition, but she still unhappy about the challenge she will face to and how to deal with the family issues.I told her I can assume her work which she didnt need to be worried about. For family issues, there are two choices one is getting extra 2 days vacation after a 1 month long-term business trip another is increasing annual vacation time from 10 days to 20 days. She agreed with the latter one at last. Before we ended the conversation, Lilly utter she will talk with the coming change with her families, in order to get their support. I think she will convince her families and take the position. Conclusion The result of the negotiation is successful.I do a pretty dangerous cooking work by determine my rear line and BATNA in time and good strategy can give me the fall out to handle the negotiation follow my avow idea. Mutual trust is very important in this negotiation process. Because the real reason for her shift was her personal annual income was less than Han, which made her feel uncomfortable. I cant deny the fact because I need to build the mutual trust. But I can change the way to discuss the income issue and courage her to keep the position. I found out the resolving power and I got my target at last.