Review the scenario from the project introduction below.
Obviously, Michelle is upset and would like to negotiate a better shift. From the materials this week, we learned the importance of strategizing and planning for a negotiation.
Even before she steps foot into Nikki's office, actions need to be taken in order for the negotiation to start off on the right foot.
For this part of the project you will be advising Michelle on how to plan for the negotiation with Nikki. In a 3-4 page paper (you may go longer depending on the length and level of detail in your plan), address the following:
Select and support whether Michelle should take an integrative of distributive approach to the negotiation. Be sure to fully define both and argue the pros and cons of each prior to making a selection.
Once an approach is selected, the next step is to formulate a plan. A solid foundation to a good negotiation involves creating an effective plan.
For this section, create a plan for Michelle in which you address the following points:
Define the issues.
Assemble issues and defining the bargaining mix.
Define the interests of both parties
Define the resistance points.
Define Michelle's alternatives and select a BATNA.
Define Michelle's objectives (targets) and opening bids (where to start).
Assess constituents and the social context in which the negotiation will occur.
Analyze the other party.
Plan the issue presentation and defense.
Define protocol-where and when the negotiation will occur, who will be there, what the agenda will be, and so on.
Scenario
Facts:
Nikki is the manager of a small-midsize call center that handles orders for a national chain of floral shops, InBloom Flowers. She recently implemented a policy change based on the needs of InBloom. Previously, employees worked from 9:00am-5:00pm, Monday through Friday.
Due to an increase in orders, InBloom requested that the call center expand its hours and add Saturdays (Saturdays seem to be a high need day). In order to fulfill this request, Nikki changed the hours to 7:00 am-6:00 pm Monday through Friday, and to 8:00 am-4:00 pm on Saturdays.
This change means that employees will be given a new schedule based on their seniority. Those with the most seniority were allowed to pick their shift first. Below are the shift options
A: 7:00 am-3:00 pm M-F
B: 10:00am-6:00pm M-F
C: 7:00am-3:00 pm Tuesday-Saturday (8:00-4:00pm on Saturdays)
D: 10:00am-6:00 pm Tuesday-Saturday (8:00-4:00pm on Saturdays)
Obviously, those with seniority were able to pick their ideal shift while those with less seniority were left with less options. One of those who felt that she received a less than ideal shift was Michelle.
Even though she has worked for the call center for over two years and is a stellar employee, because of the longevity and lack of turnover in the call center, she ranked around the bottom 20% for picking a shift. Michelle ended up with Shift D: 10:00am-6:00 pm Tuesday-Saturday (8:00-4:00pm on Saturdays).
Furious with this shift assignment she wants to meet with Nikki and demand that she get a shift that better fits her home life responsibilities. Michelle is a single mom and has an ideal daycare provider who only has hours from 8:30-5:30 Monday through Friday.