Negotiation Worksheet and Explanation-Job Terms

This negotiation worksheet discusses job terms, interests, objectives, BATNA, strategy, tactics, and framing. It also includes planned questions and answers for the other side.

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

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WORKSHEET
Key interests  Getting a job after completion of Graduation (part
time or full time)
 Pursue PHD and research work in pharma
afterwards.
 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.
 Office location and task line need to be clear.
Objectives  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.
BATNA  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.
Strategy and tactics  hopeful to continue long term relationship with PP
 need to adopt the integrative strategy for
negotiation.
 need to start with some chit-chat session so that my
interest with PP gets highlighted
 keep concession plans ready
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?

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Bargaining mix  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  re-negotiate the job terms in the opening letter
 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
 date of commencement of job to be changed from
2nd August to 2nd December due to semester
commitments.
Concession steps
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
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  contribution to PP research project with a renowned

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professor
 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
My areas of interest, goals and objectives-
The most important thing after completion of Graduation is to have a secured job in a
multinational pharma company. Besides getting a job, I would also like to pursue my PhD also.
Scientific research is my passion. 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. So, I 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. So, a good salaried job was
necessary. I worked with PP during my internship and have received huge acknowledgement
from their end. PP has a strong research unit and have worldwide diversified subsidiaries, but my
training session was general management. After completion of my training they were pleased to

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offer me a permanent job under the job title of Graduate recruit, a management job profile. This
increased my dilemma of whether I will be able to continue my PhD research or not. Though it is
quite common culture of doing part time job and continuing study simultaneously.
Bargaining mix and relationship with my interest-
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. 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. 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. 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 Jung (2013). Long-term relationship with PP

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will help me pursuing my dream. I have worked with them before and I also have competitive
advantage because I am a prestigious rank holder with excellent academic background. I deserve
to get a good job role in PP and my dual specialization will benefit PP the most. 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.
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. 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. The plan
makes PhD sponsorship the margin of difference between PP and Medicait.
Questions for PP to be answered-

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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?
Is there any other job role suitable for me in your organization?
REFERENCES

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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.