Real World Negotiation Analysis

1. The topic for my real world negotiation is to come to an agreement with my supervisor for a promotion as well as an increased salary. I currently work as a student assistant at the student services Planning, Enrollment Management, and Student Affairs (PEMSA) department. My goal is to increase my hourly pay from $10.15 to $12.70, a 25% increase. Having worked in this department for three years, I have taken on tasks not part of my job description such as processing return mail, data entry, and supervision.

2. This is primarily an integrative negotiation in the sense that I wish to resolve this conflict so that my supervisor and I may benefit. Although I hope to have a better salary and promotion, I don’t want it at the expense of my department’s failure. This is a win-win negotiation because with my pay increase I will be able to support my family, and my supervisor’s team will have more output as the responsibilities assigned will match the pay increase. This in turn will reflect positively on the supervisor, and he may receive recognition.

3. The issues to be negotiated (bargaining mix) are the fairness in compensation for assigned tasks as well as a promotion for exceeding expectations. Having worked at PEMSA for 3 years, I have often times completed tasks not in my job description. Although I was able to complete those tasks, I feel that I was not paid accordingly. Furthermore, the assistant supervisor position is available since the worker has graduated. The former assistant supervisor earned 30% more than what I earned. I have often taken the leadership role just as the assistant supervisor has, but was not paid extra despite doing more work. Despite doing more work than I am supposed to, I always complete my tasks bef...

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...s in stone. Rather, I will work towards a beneficial compensation package, if not a pay increase, then perhaps a higher title with concessions. The outcome of this negotiation should leave both sides satisfied. I will also research the department’s policy on compensation as well as reviewing my job description. Both of these are attainable in the Human Resources department. Furthermore, I will check websites that have listing of salaries and job descriptions to make sure my compensation is commensurate with my work. The scholarly article I will use to help plan out my tactics in my negotiation is “Dealcrafting: The Substance of Three-Dimensional Negotiations by David A. Lax, and James K. Sebenius”. This article explains that our understanding of negotiations are one dimensional. However, this new approach for a three dimensional negotiation can work in my favor.