Salary Negotiation
Imagine that a job
applicant has been offered a job as an HR officer at Z-firm. Both sides( the
applicant and the hiring manager)need to negotiate the starting salary.
Statistical data indicates that HR officer starting salaries are around
$40,000. Z-firm, however, is highly respected in its industry and receives many
job applications from all over the country. That is why the applicant has
decided not to state an exact salary level, but to negotiate it.
Role-play the
negotiation as if both sides (the applicant and the hiring manager) were
pursuing distributive (win-lose) negotiation. Then, switch roles and role-play
the negotiation as if both sides were pursuing integrative (win-win)
negotiation. Each role should consider how best to apply power and influence
principles to accomplish their side’s negotiation goals.
