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Posted: May 15th, 2023
Word limit: 1,500 words (+/- 10%)
Task Overview: Essay
In this assessment, you are expected to
You need to choose specific concepts and tools to be applied to analyze a negotiation experience/challenge. To articulate the negotiation concepts you need to do a literature review to see what research has found about this negotiation concept, and then apply the concept in your personal negotiation experience (at work or in life in general).
1. concisely but clearly describe the negotiation experience/challenge
2. clearly articulate and justify the negotiation concept/tool that you would like to apply; provide a research literature-based overview of what negotiation research has suggested how this concept/tool generally should be applied in negotiations
3. provide in-depth analyses of how the concept can be applied in your recent negotiation experience/challenge (e.g., what did you do well and what mistakes did you make? What about the other parties involved in the negotiation? etc.); provide a critique of the research literature if possible (e.g., did your negotiation experience provide a counterevidence against the negotiation literature?)
Please note that to do well in this assessment you might benefit from conducting a quick literature review of the research papers on the negotiation concept/tool you would like to apply. Besides the class slides and the recommended readings, you can easily find relevant negotiation research papers via google scholar or Macquarie library. Please reference at least 6 academic research papers using APA (7th) style. I have also listed a few examples of the top academic research journals where the latest negotiation research is published (please feel free to use articles from other high quality journals not listed here)
Organizational Behavior and Human Decision Processes
Psychological Science
Journal of Experimental Social Psychology
Annual Review of Psychology
International Journal of Conflict Management
Negotiation Journal
Journal of Organizational behavior
Journal of Personality and Social Psychology
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Applying the Concept of BATNA in a Salary Negotiation: A Personal Reflection
Negotiation is an essential skill in both professional and personal contexts. Understanding negotiation concepts and tools can greatly enhance one’s ability to navigate and achieve favorable outcomes. This essay will discuss a recent negotiation experience involving a salary negotiation and apply the concept of BATNA (Best Alternative to a Negotiated Agreement) to analyze the negotiation process. A literature review will be conducted to explore the research on BATNA and its suggested application in negotiations.
Negotiation Experience/Challenge:
The negotiation experience I would like to discuss is a recent salary negotiation I had with my employer. As I was seeking a promotion, I believed it was crucial to negotiate a salary commensurate with my increased responsibilities. The challenge I faced was to secure a higher salary while maintaining a positive and professional relationship with my employer.
Negotiation Concept/Tool: BATNA
BATNA refers to the best alternative available to a negotiator if they do not reach an agreement in the current negotiation. It serves as a benchmark against which negotiated outcomes can be evaluated. A strong BATNA empowers negotiators by providing leverage and increasing their negotiation power. Understanding and applying BATNA effectively can lead to favorable outcomes in negotiations.
Research Literature Overview:
The negotiation literature provides insights into the application of BATNA. According to Fisher and Ury (1981), authors of the influential book “Getting to Yes,” understanding and developing a strong BATNA is critical for successful negotiation. They argue that knowing one’s BATNA allows negotiators to assess the value of potential agreements and determine whether a proposed offer is preferable to their alternative.
Recent research by Lax and Sebenius (2019) emphasizes the importance of carefully evaluating and improving one’s BATNA. They suggest that a negotiator’s BATNA should be realistic, feasible, and attractive enough to serve as a credible alternative to a negotiated agreement. Additionally, researchers (Gupta & Ogliastri, 2020; Molinsky, 2017) emphasize the need for negotiators to enhance their BATNA through thorough preparation, expanding their network, and exploring alternative opportunities.
Application of BATNA in the Negotiation Experience:
In my salary negotiation, I considered my BATNA carefully. I researched industry standards and salary ranges for positions similar to the one I was seeking. This allowed me to establish a realistic benchmark for evaluating potential offers. Additionally, I explored alternative job opportunities and maintained communication with recruiters to keep abreast of potential offers outside my current organization. These actions helped strengthen my BATNA and increased my negotiation power.
During the negotiation, I presented my case using data and evidence, highlighting my contributions to the organization and the increased value I would bring in the promoted role. I also skillfully referred to the industry salary ranges to support my salary expectations. By doing so, I aimed to create a win-win situation where my employer would recognize my worth and provide a salary aligned with market standards.
Despite my preparation and application of the BATNA concept, I made a mistake during the negotiation process. I failed to clearly communicate my BATNA to the employer. By not explicitly highlighting my alternative opportunities, I missed an opportunity to enhance my negotiation position further. This oversight limited my leverage and negotiation power.
The other party involved in the negotiation, my employer, demonstrated resistance to offering a higher salary initially. However, after presenting my case and demonstrating the value I could bring to the organization, they showed a willingness to reconsider their initial offer. This suggested that my preparation and emphasis on market standards had influenced their perspective. Ultimately, we reached a mutually beneficial agreement with a higher salary than the initial offer.
Critique of the Research Literature:
While my negotiation experience aligned with the literature’s emphasis on the importance of BATNA, it also highlighted
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