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Consider the following scenario and answer the questions (taken from Table 4.2) below.

Youare a manager of a large retail outlet and have been employed with theorganization for four years. The retail outlet employees approximatelyone hundred employees and has a number of management roles (SeveralAssistant Managers, several Managers, two Senior Manager, and aDirector). For the last two years, you have been an Assistant Managerand have received what would be considered fair compensation for yourrole.

Over the last year, you have been asked to take on many ofthe responsibilities of a Manager, as one of the Senior Managers leftthe company and your Manager has essentially taken on that role. Youradditional duties have caused you some stress and you would like to askfor either a promotion to a management position or, at minimum,additional compensation. You’ve previously expressed your frustrationsto your Manager, but have been told that the company simply doesn’t havethe ability to make any changes at this time. You have decided toapproach your Manager again and ask for a meeting with the managementteam to discuss your future with the company.

Although you wouldprefer to take the promotion along with an accompanying pay raise, youare willing to accept a modest pay raise. If neither is agreed to, youhave decided to begin looking for work at another organization. A friendof yours has let you know that she would be interested in talking withyou about the possibility of taking a management position with herorganization. Because of your time with your current company, you wouldprefer to stay there if possible. As you are a very shrewd negotiator,you have decided to use the Negotiation Planning Guide (Table 4.2) onPage 98 of your text.

Additional information that is useful inanswering this question: 1. Your current salary is $44,000 per year. 2.The average salary for a Manager is $54,000 per year and also includesan additional week of Paid Time Off.

In a three to five page paper, answer the following questions, incorporating concepts and key terms from your text:

1. What are the issues in the upcoming negotiation?

2.Based on a review of all the issues, what is the “bargaining mix”?(Which issues do you need to cover? Which issues are connected to theother issues?)

3. What are your interests?

4. What is your resistance point – what is your walkaway?

5. What is your alternative?

6. Define your targets and asking price – where will you start and what are your goals?

7. Who are your constituents and what do they want you to do?

8. Who are the opposing negotiators and what do they want?

9. What overall strategy do you want to select?

10. What protocol needs to be followed in conducting the negotiation?

APA format required. Please cite any outside sources used.

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