Negotiation-Real World Reflection

Real field duologue reflection Introduction As the senior get outr, I eat the yearly exploit evaluation of my squad up fragments in January. After coating evaluation I will hold interviews with them, talk nigh their efforts and the plans for this year. Lilly is angiotensin converting enzyme of my team members with a better get it onledge of the logistics industry. Based on her performance in 2012, her yearbook performance is rated B+ and she brush off chance 8% amplification in year-end indemnityes. In addition, I plan to make headway her as a team leader responsible for the logistics softwargon products forwarding in the northern market.Since our companys business development in 2013 will increase the input in the northern market, I lodge the one-year gross sales income in 2013 will increase by 30% under the expect market goals achieved as a team leader, Lillys face-to-face annual income will increase by 15% -20%, depends on the sales commission. But beca s ubroutine of some family backgrounds, she may not be spontaneous to decease for a long magazine. Before the interview, I heard some other message Lilly was dissatisfied for her personal income being slight than another team member, Han, who joined the team in the beginning of 2012.In addition, Lilly has been worked as a advisor for almost 5 years and she feels a little boring on this work. Due to marketing sales job va send packingcies in our company, she wants to try the opinion as a sales manager, in mold to get a new working experience and get more time to matter cargon of her family. Preparation Planning Document What issues are most all-important(prenominal) to you? 1. Retain Lilly as my team member. 2. Promote her as the team leader responsible for the northern market. What issues are most important to your counterpart? 1. Dissatis situationion with her personal income. 2.Can the company provide the new challenges on the advisor job? 3. Cannot travel a lot due to fam ily reasons. What is your BATNA? 1. Retain Lilly as my team member without promotion since she wont be willing to travel a lot. Continue working as the consultant with expected 5-8% annual income increase. The annual income will be less than now if she shifts to the sales position. 2. Change the bonus distribution, increasing the commission from 2% to 2. 5%, after promoting her as the team leader. 3. If she needs long-term business, over 1 month, she can go groundwork once a weekend every two weeks or get extra 2 long time holiday.Reservation 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. prisonbreak to the sales position which may provide challenge work. 2. Keep the consultant position, ask for a better lucre. 3. Accept the promotion and get a much higher annual inc ome. Reservation Value? 1. Make her annual income increasing 10% or more. 2. Try something new. 3. Stay in the metropolis and take care of her family.Target? To find a new work with twain satisfaction payment and more time to take care of her family. What are your sources of power? Right to promotion. return the new challenges on the consultant job. Provide appropriate holiday adjustment. Right to bonus distribution. What are your counterparts sources of power? Shift to the sales position. Ask for a higher salary or business allowance. Ask for more vacation time. What is your opening act as / first strategy? Talk about her annual performance, and tell her the sexual climax promotion. Compare the annual income before and after promotion.Attract her by the challenge as a team leader. Other important or unique culture / considerationsHow long is the travel time she can accept? Her family situationIs in that location anything I can do for her or give her some suggestions? di alog Since we now live in different cities, I decided to use the video call interview. Different with telephone conversation, video call can help me to adjust my negotiating strategy by observing the changes in her face. I started with telling her the purpose for this conversation. Talked about the things the company measures for her position her contribution to tax 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 analyzed 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 excellent consultant skill and knowledge of the logistics industry, she is the best man for this position. Lilly showed her satisfaction with the result of annual performance evaluation and was pleased with the chance to be a team leader.But she said she wanted to change to sales department in ordination 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 conversation, I learned that the real reason was her personal annual income was less than Han, which made her feel uncomfortable. I thought I should concentrate on on the income first. Firstly, shifting to sales department was not a hot 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 specific income data, I consider their income is close. Moreover, if she got the promotion, her annual income should be increase 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 worried about the challenge she will face to and how to deal with the family issues.I told her I can sign 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 faux pas another is increasing annual vacation time from 10 days to 20 days. She agreed with the latter one at last. Before we terminate the conversation, Lilly said 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. endpoint The result of the negotiation is successful.I do a pretty good provision work by determine my bottom line and BATNA in time and good strategy can give me the chance to handle the negotiation follow my own idea. Mutual trust is very i mportant 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 solution and I got my target at last.