260_Wk12_Negotiation - Psych 260: March 29, 2011 Week 12...

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Psych 260: March 29, 2011 Week 12 Negotiation in Organizations GSI: Elliott Manzon
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Announcements Group project grades posted on Ctools All quiz grades will be updated Friday
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Negotiation Scenario: “New Recruit” Let’s Make a Deal!
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Negotiation The job candidate’s packet should be 2 pages and is not labeled on top The recruiter’s packet is 3 pages and is labeled
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Ground Rules for Negotiation Exercise Pair up: 1 recruiter, 1 candidate o Negotiate an employment contract o Each role has issues, preferences, and unique information Rules Stay in your role: You can make up details as needed Do NOT change the basic power structure! Don’t show your materials to your negotiating partner (e.g., your point chart) o You CAN tell them, but you CANNOT show them! Your negotiated contracts will be discussed in class Use this an an opportunity to try new strategies
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Job Negotiation Exercise: Mock Interview Take 10 minutes to review your notes and prepare Negotiate a contract in pairs (30 minutes) Complete the employee contract o Include the specifics of your agreement o Calculate # of points each role received (recruiter vs. candidate) Write out your contract on the board Deliverable at 30 mins: Finalized contract If you can’t negotiate a contract -Note you came to an impasse! If you finish early: o o Keep in mind you should USE this opportunity to exercise critical negotiation concepts from class
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Bonus Assign Vaca Start Moving Insur Salary Location 1 6 A 15 9/15 80 InsureAm 88K NY 2 10 A 10 11/1 100 CIGNA 86K NY 3 8 B 25 11/15 90 CIGNA 88K NY 4 10 A 15 11/1 70 Kaiser 88K NY 5 10 A 15 10/1 100 CIGNA 86K NY 6 8 A 20 9/15 100 InsureAm 88K NY 7 10 A 10 11/15 100 CIGNA 86K NY 8 8% A 15 10/1 100% Prudential 84,000 NY 9 8 A 10 10/1 100 CIGNA 86K NY 10 8 A 10 11/1 100 InsureAm 88K NY 11 10 A 10 11/15 90 InsureAm 88K Boston 12 6 A 10 11/1 90 InsureAm 88K NY 13 10 A 20 10/15 70 Kaiser 86K NY 14 6 A 10 10/15 90 InsureAm 90K Ny
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Negotiation Exercise: Contract Results Which pairs did not pick New York for location? Which pairs did not pick Division A for job assignment? Which pairs had big differences in points between R and C? Which pairs had the highest total points? Which pairs had lowest total points? Who scored scored below their BATNA’s? o BATNA: 3350 for Recruiter; 4500 for Candidate Which pairs reached an impasse (no contract)?
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First Market Start Date Who did not agree on New York for location? or Division A for job assignment?
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Congruent Issues Identical preferences o What’s good for me is also good for you o NOT a zero-sum game; Can be win-win situations Not uncommon for congruent issues to be missed o Assumption that it is zero-sum game or fixed pie o Distorted perceptions: We assume opposing positions and interests
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260_Wk12_Negotiation - Psych 260: March 29, 2011 Week 12...

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