For the purpose of this activity, we will follow the negotiations taking place at a fictional company called Simpson, Goodman and Associates. Markus, a top executive who has been with this company for five years, believes he is underpaid. He also thinks he deserves more seniority over his crew members. Markus’s manager, Louis is also the owner of the enterprise. Though Louis values Markus more than any of his other employees, he isn’t sure that he can afford to pay him more, especially at this time of year when work is unsteady.
Read through the lesson and find out how Markus prepares his case and presents it to management, and how the two parties negotiate and achieve their goals.
|Markus Prepares to Negotiate with Louis
Markus approaches Louis after his shift on Friday afternoon and asks if he can arrange a meeting to discuss a potential promotion. Louis sighs and reminds Markus that they already had this discussion last year. Markus agrees, but reminds Louis of his loyalty to the company and insists that they speak again on the subject next week. Eventually Louis, who is afraid that Markus might quit on the spot, agrees to meet on Monday during the crew’s lunch hour.
Here are some preparatory questions to ask yourself before beginning talks with the other party:
|Markus Answers the Preparatory Questions
I have never been a strong negotiator. I need to learn more about negotiationg strategies and tactics. Markus Applies the Principles for Collaborative Negotiating
Preparing to Negotiate a Job Offer