chart question

Two Potential Distributive Negotiating Gambits for Sharon Slade to Consider:

Two Negotiating Gambits for Sharon Slade to Avoid:

Specific Gambits That Would Advance Your Agenda:

1. Deadline

90 days to complete the PIP and bring forth positive results is a fair way to approach the negotiation. This tacit is a good way to create movement and push forward for results, especially if the goal is to retain Alice as an employee. The deadline should not come as a surprise to Alice but should be reinforced during the meeting as a reminder of the PIP extension that has already been granted and how it goes against Netflix culture.

1. Authoritarian

While Sharon can lend her experience in HR and success at Netflix as a leader, mentor and successful business woman, she also needs to positively acknowledge Alice and her 10 year loyalty to the team. A top down approach to this negotiation may have Alice feeling as if there is no room for collaboration and can heighten power differences between leader and employee.

1. Deadline

This sets the framework for this meeting and any future follow ups to discuss the PIP. Giving a clear deadline puts pressure on Alice to meet expectations. Two things can happen after the deadline- this prolongs the inevitable and Alice is let go due to poor performance or Alice kicks into high gear and accepts the pressure. Deadline is a marker of exception Netflix made to help Alice, and results are required after 90 days.

2. The Bluffer

Competition within the entertainment industry is a powerful tacit. This gambit should be used thoughtfully, in a way that expresses the rapid changing industry and the need for future talent. Sharon can make known the attractiveness and power of Alice’s current position and how in demand her role is. If Alice knows her job at Netflix is desired by others and that she is replaceable, this may motivate her to improve.

2. The Chipper

This tacit would chip away the favorable rewards of Alice’s current role as Operations Director. This could be seen as sneaky, forcing Alice to accept part of a deal that might be less attractive to her. Removing negotiated items or concealing the meeting agenda can come across as a power move by Sharon and forces Alice to possibly accept a term she is not comfortable with or disagrees with.

2. Competition

Expressing to Alice that her position is highly competitive may ignite a fire in her to keep her job. This could also highlight how the entertainment world is inundated with applicants and propel Alice to remain part of the dream team.