Negotiation Worksheet and Explanation - Job Terms

This worksheet provides a summary of Leslie's credentials and demands for negotiation in job terms. It focuses on her interests, objectives, BATNA, strategies, and tactics.

Running Head: NEGOTIATION
Worksheet and explanation-job terms
Name of the student
Name of university
Author note

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WORKSHEET
Getting a good job is really tough in this competitive world. Global economic downturn has
decreased the employability index and unemployment is on the rise. In this scenario it is
necessary to keep hold of a good job Rubin and Brown (2013). Though career development
opportunity widens if the right candidature is recognized by the organization and the right job
role is offered to them. Negotiation is one of the main focuses in job selection. Both the interest
of the employee and the employer need to be fulfilled in the negotiation terms and conditions
Oakley (2013, pp. 52-83). The worksheet prepared will help Leslie in the negotiation process as
it will provide a summary of her credentials and also her demands.
Key interests Getting a job after completion of Graduation (part time or
full time) is the main concern of mine. Others include
Pursue PHD and research work afterwards.
Passionate about research work in pharma related field.
Have corporate training in international business
Have a secured job and handsome salary package
Like to grab international job opportunities
Interested in working in both diverse fields of pharma and
international corporate business.
Maintain good relationship with PP company as well as the
University for future endeavor.
Moving out with friends and rent an apartment.
Office location and task line need to be clear
Objectives My main objective is to continue PHD research and job
simultaneously. Job is the security while research is the
passion. Our main focus of meeting will be to negotiate on
the job terms, so that PHD funding sponsorship is availed
in return of part time employment in PP. some other areas
include reasonable salary amount of $65,000 minimum,
guaranteed overseas experience, $5000 sign in bonus, 10%
yearly bonus, preciseness in the job title role need to be
mentioned as well.
BATNA I should mention about the job offering at Medicait as
trainee assistant product manager. Should also mention the
prestigious job title and increased starting salary than PP.

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Strategy and tactics I am hopeful to continue long term relationship with PP
and need to adopt the integrative strategy for negotiation. I
also need to start with some chit-chat session so that my
interest with PP gets highlighted. I have to keep concession
plans ready so that win-win situation is attained.
Chit chat questions Hi, Francis, how have you been since we last spoke? Have
we had any more development in commercialization in the
SE Asian counterparts? How are the fellow colleagues of
mine, hope they are doing well? Is there any new trainee
who have joined in the commercial sector?
Bargaining mix My main bargain areas will be salary issue ($65000-
$70,000), PHD funding alternative, specific job title,
opportunity for paid posting opportunities, share exchange
(for base salary), date of joining, increment in yearend
bonus and signing bonus.
Planning points what you want I need to re-negotiate the job terms in the opening letter.
Main concern areas are, PHD funding-full time PHD at
UNSW with regular salary, increase of base salary from
$60,000 to $65,000, job title of clinical research associate
instead of graduate recruit, no part time work but full
employment opportunity, assignment nature most
preferably R&D, overseas posting to Milan after PHD
completion, annual bonus 10% of salary, signed in bonus
$5000 and date of commencement of job to be changed
from 2nd August to 2nd December due to semester
commitments.
Concession steps If my desired target areas are not fulfilled this back up
plans will help me in the negotiation.
Target point: Job terms
PhD Funding: part-time PhD at UNSW with a regular
salary Base salary: $55,000
Job title: Clinical Research Assistance
Part-timework: 1day
Assignment nature: R&D & Commercial work
Overseas posting: Europe
Annual bonus: 5%
Signed-on bonus: $2,000
Commencement date:2 December 2014
Resistance point: Job terms
PhD Funding: part-time PhD at UNSW as a research
stipend Base salary: $41,500

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Job title: Clinical Trials Administrators
Part-time work: 2days
Assignment nature: R&D & Commercial work
Overseas posting: Anywhere
Annual bonus: according to performance
Signed-on bonus: $1,000
Commencement date:2 December 2014
Different types of framing I have contribution to PP research project with a renowned
professor, and my excellency is proven in my last
internship with PP. they have used my report works are to
be used by PP in their global networking and business
diversification. I have BSc & BCom dual specialized
course with high passion in R&D.
Planned tough questions for the
other side
Do you think my excellent academic and research
credentials are not enough to get a better prestigious job
role that offered by your organization?
What would have been your decision if you were in my
position?
Prepared answers if tough
questions come from the other
side
We would sponsor your PhD program but with lesser
salary, is it ok with you?
I would like to clear two things-if PhD research is
sponsored by PP then I need to get stipend and my
accommodation and travel allowances need to be bore by
PP. I can then compromise on the salary and part-time job
offer.
EXPLANATION
I am Leslie Lee a final year graduate student of UNSW pursuing combined Bachelor of Science
in Pharmacology and Bachelor of Commerce (International Relations). I have completed my
internship program working at Purezza Pharmaceuticals (PP) and then received job offer letter
from the same company afterwards. I have other two job offers from University placement
profile and is thinking to negotiate with PP in order to fulfil my dream of research and priority of
getting a secured job. The worksheet I have prepared has point wise mention of my areas of
interest, strategic plans and how I will be able to have a fruitful negotiation with Francis, the
business manager of PP. The mentioned points are elaborated and explained in detail in this
section.

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My areas of interest, goals and objectives-
I am a final year graduate, so the most important thing after completion of Graduation is to have
a good and secured job in a multinational pharma company in the country. Besides getting a job,
I would also like to pursue my higher studies and PhD also. My first love and ambition both are
research in pharma, scientific research is my passion. From my school days I was sure about
having a career in scientific research as science and its facts always attracted me the most. The
zeal continued and I took BSc pharma specialization. But being practical towards life I was quite
sure that the opportunity of developing a career in science in a country like Australia is tough as
it is mostly business-oriented nation. So, opted for dual specialization and took BCom
specialization in International Relations as well. This would widen the chance of getting a
secured job in a multinational company. I was also keen to move out from my parent’s house and
afford my livelihood independently by my own. I wanted to shift with my friends and share an
apartment. So, a good salaried job was necessary. I worked with PP during my internship time
and have received huge acknowledgement from their end. PP is one of the leading pharma
company in the country having a strong research unit and have worldwide diversified
subsidiaries, but my training session was not related to pharma and research it was general
management. After completion of my training they were pleased to offer me a permanent job in
the company under the job title of Graduate recruit, a management job profile Ting‐Toomey
(2017, pp.1-6). This increased my dilemma of whether I will be able to continue my PhD
research or not. Full time job needs commitment and time as well. Though it is quite common
culture of doing part time job and continuing study simultaneously. Negotiation with PP is
necessary so that my passion as well as my job career both remains unaffected.
Bargaining mix and relationship with my interest-

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I have mentioned it beforehand that a stable and secured job is on the top of my priority list. For
that salary is the first thing that need to be bargained Schaufeli and Taris (2014, pp. 43-68). I am
lucky enough to have two other job opportunities, one from Medicait Australasia and the other
from Going North Products (GNP). So, the risk of negotiating on the salary will be lesser to
some extent. PP is providing a base salary of $60,000 and I would suggest to increase it to
$65,000 at least. I am also committed to continue my PhD research and for that I need to have an
expensive bargaining mix Rubin and Brown (2013). Though commencing PhD program
immediately is on my mind but I could wait a year in order to complete full-time employment at
PP and could contribute to PP’s expansion plans overseas. I need PP’s support in funding my
PhD program either they could offer a seat from their quota in UNSW or could fund the program
by providing me some lesser salary and providing part-time job until the completion of the PhD
program Pizer (2013). And after that I will join back as a full-time employee. The job letter
offered by PP did not mention about any agreement but Francis has told me that the company is
ready to provide me scope to involve both in corporate affairs as well as in research programs in
the company.
My strategies, tactics and framing-
I am willing to use the integrative approach of bargaining as I don’t want to lose the job offer by
any means. PP is one of the most diversified multinational pharma company and I am keen to
join the team but not by sacrificing my ambitions Oakley (2013, pp. 52-83). Unless and until
there is no scope of negotiation, I will try to make the situation favorable to me. Long-term
relationship with PP will help me pursuing my dream. I have worked with them before and
having such healthy work environment and team support is everyone’s wish. I have competitive
advantage because I am a prestigious rank holder with excellent academic background Massey

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and Meegan (2014). I deserve to get a good job role in PP and my dual specialization will benefit
PP the most in the long run. I will elude to my BATNA and will make the opening offer which
will hopefully change their resistance point and fix some higher bargaining range. Concession
plan will be ready in other cases so that the win-win situation is attained.
BATNA
As one can see my BATNA is very strong and it includes my main goal of having a secured job
in a multinational pharma company with starting annual salary of $65,000 and a signing bonus of
$5000 which is higher than offered by PP. My wish of having a prestigious job title such as
trainee assistant product manager will be fulfilled if I join Medicait Granovetter (2018). But my
research passion will be sacrificed. So, if PP is not likely to accept my PhD negotiation offer or
is not interested in providing a good salary then I will accept Medicait’s offer as my main
ambition of a secured prestigious job is fulfilled.
Concession steps-
My concession plan is constructed keeping in mind the likeliness of PP bargaining with cost
upfronts in exchange of funding the PhD program. I have planned to trade off small issues like
bonus and annual increments in exchange of a good job title and PhD funding Gelfand and
McCusker (2017, pp.292-314). After considering my BATNA and the opening offer of $70,000 I
could negotiate considerably with target salary of $60,000 and PhD funding after 1 year of full-
time job completion with a better job title Goldberg, Rogers and Cole (2014). The plan makes
PhD sponsorship the margin of difference between PP and Medicait. So, negotiation will widen
the scope of my PhD pursuit which is my passion for life.

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Questions for PP to be answered-
Have you considered my profile well and could provide a better job title?
Have you looked into the collaboration project I am working on recently?
Being a dual specialized graduate, is there any additional bonus program for my credential?
Do other job offers provide scope of research opportunities in your organization? Jung (2013)
Is there any other job role suitable for me in your organization?

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REFERENCES
Gelfand, M.J. and McCusker, C., 2017. Metaphor and the cultural construction of negotiation: A
paradigm for research and practice. The Blackwell Handbook of Cross‐Cultural
Management, pp.292-314.
Goldberg, S.B., Sander, F.E., Rogers, N.H. and Cole, S.R., 2014. Dispute resolution:
Negotiation, mediation and other processes. Wolters Kluwer Law & Business.
Granovetter, M., 2018. Getting a job: A study of contacts and careers. University of Chicago
press.
Jung, C.G., 2013. Answer to job. Psychology Press.
Massey, D. and Meegan, R., 2014. The Anatomy of Job Loss (Routledge Revivals): The How,
Why and Where of Employment Decline. Routledge.
Oakley, A., 2013. Interviewing women: A contradiction in terms. In Doing feminist
research (pp. 52-83). Routledge.
Overview - CERAWeek 2019 | IHS Markit. (2019). Retrieved from
https://ihsmarkit.com/events/energy-ceraweek-2019/overview.html
Pizer, S.A., 2013. Building bridges: The negotiation of paradox in psychoanalysis. Routledge.
Rubin, J.Z. and Brown, B.R., 2013. The social psychology of bargaining and negotiation.
Elsevier.
Schaufeli, W.B. and Taris, T.W., 2014. A critical review of the Job Demands-Resources Model:
Implications for improving work and health. In Bridging occupational, organizational
and public health (pp. 43-68). Springer, Dordrecht.

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Ting‐Toomey, S., 2017. Identity negotiation theory. The International Encyclopedia of
Intercultural Communication, pp.1-6.