COMM 3050

Negotiation Preparation template

NAME: Aneesh Reddy

BLOCK: 2

SELF OTHER OTHER

Role: Chris Bennett
Interests Run a well-planned and executed
summer internship program for
university students
Positions  I want the sole authority to
hire interns for the firm.
Individual departments
should not be allowed to
bypass Personnel
 I also want the ability to set
guidelines for intern hiring
processes, such as the GPA
requirement
 If a department decides to
bypass Personnel’s intern
hiring process, then the
intern’s salary and benefits
James Pinder Role: Sam Stokes
Manage directors Run a well-performing
(particularly Chris and engineering department
Sam) of departments in a
fair manner This means when output is
dropping due to lack of workers,
This means Pinder can’t Sam may need to hire quickly, and
just side with you on every sometimes without following
issue with Stokes, and vice bureaucratic hiring practices like
versa the 48-hour ad rule
 Guide each party  Hire interns at
(Chris or Sam) to any time for
more fair reasoning engineering
for issues involved in department
hiring interns, and without
ultimately help approval of
establish better Personnel (i.e.
guidelines for intern Chris)
hiring  Draw on
resources
established for
summer
internship
 should come from that
department, NOT mine
Reservation Price(s)  Any situation where other  Any situation where
Directors get to hire without either party is ready
involvement of Personnel will to leave the table
not be accepted in any way. without agreeing to
a deal is unsuitable
for Pinder. As the
boss for both
directors, Pinder has
the ability to
establish clear,
mutually beneficial
guidelines for both
parties
BATNA (Best Disconnect the engineering interns Side with an individual
Alternative to a from the rest of the Summer Intern party and demand the
Negotiated program, and say it’s because of other party come in line
Agreement) fundamental differentiators between with your position.
engineering’s hiring needs and the
rest of the firm. Note: This is the most
important BATNA
Note: Pinder’s BATNA supersedes
mine and Stokes’
Other Power Sources Sam needs the resources, including Pinder is the boss, so he
funds from salaries, from Personnel has ultimate authority
to motivate his interns to work over the final outcome of
the negotiation. If it
doesn’t go well, he can
program to aid
internally hired
students
 Any situation
where Personnel
has sole
authority to hire
interns is
unacceptable to
Stokes
Continue to hire interns
without approval from
Personnel, which may
lead to issues with top
management like
Pinder
Engineering is a critical
function of the firm,
and Sam runs it well.
 Pinder wants the summer internship
program to work because the firm
would like to get full time hires from
the program and develop a strong
relationship with the students’
universities
Weaknesses / New to the firm, so little pull with
Vulnerabilities regards to senior members
Needs to prove himself with Pinder
and other top management to get
respect and negotiating leverage in
the future
Opening Move My first move would be to point out
Possibilities/Target the blatant disregard for firm hiring
Price - Goal protocol by Stokes, and then state
that Personnel should have sole
authority with regards to hiring
interns at the firm.
My goal will be to gather as many
issues in my favor including:
 Setting guidelines so even if
Engineering has a say in
hiring interns, they must
follow practices set forth by
Personnel
 Benefits will only come from
Personnel to interns if our
practices are abided by.
choose to set terms that
both parties must abide by
(or walk away literally
through voluntary
resignation)
Must not come off
authoritative so as to
provide for autonomy of
workers. Without that,
there’s a greater likelihood
of workplace issues
between colleagues
Pinder’s first move would
most likely be to wait and
hear both sides discuss the
issues at hand. After that,
Pinder will try his best to
get both sides to an
acceptable middle point,
where each department is
satisfied with the outcome.
His strategy for doing so
will most likely involve
redirecting both sides to
the matter at hand rather
than going off on a
tangent about hurt
Sam also has been at
Levver for a lot longer
than me, so he has
greater pull with some
of the significant
members in the firm’s
pecking order.
Doesn’t have the
resources necessary to
unilaterally finance and
manage an intern
troupe
Stokes’ first move
would be to downplay
his policy violations as
“doing Personnel’s
work for them”, and
then state why it’s
better if Engineering
gets to hire their own
interns unilaterally.
His strategy would also
involve convincing
Pinder to see his
viewpoint, as
Engineering is a critical
function of the firm and
needs to have the
 I’d get these goals by slowly allowing
Engineering to have a say in hiring
interns, perhaps through a system
similarly followed by folks in
Financial Services (HR conducts
initial screens to pass quantitative
metrics, and then department-
specific hiring practices are
conducted such as first-round
interviews and superdays)
Other Strategies I do not want to disclose my ultimate
Timing/If-then positions or my BATNA (which is
essentially a threat to Engineering)
If my initial proposal fails, then I’d
like to negotiate in a manner that
sways Pinder to my side, which will
be instrumental in getting a final
verdict that goes my way.
[Use multiple pages if necessary. For multiple issue deals, you should consider developing and using an issue-value matrix such as
is discussed in the text “Getting (More of) What You Want”]
feelings or policy
violations.
As the boss, Pinder can
also force a side to see an
issue from a particular
viewpoint.
Pinder will want to
dispassionately view the
negotiation, so he most
likely will be silent for the
majority of the
negotiation.
In an attempt to get a
more bipartisan
conclusion, Pinder may
step in time-to-time to
offer a fair viewpoint of
how the proceedings are
going.
ability to hire when
needed.
However, if he feels that
Pinder is not siding his
way, Stokes may choose
to enter the middle
ground of offering
Personnel certain
provisions in the intern
hiring practices, such as
upholding the GPA
requirement and the
48-hour ad rule.
Stokes would not want
to disclose his ultimate
positions or BATNA
(which is essentially a
threat to Personnel)
If his initial proposal
fails, then Stokes most
likely will