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. Flinching – When Sharon displays a visible reaction to Alice’s hesitation or demands, it could help her gain a more positive outcome. The physical reaction would signal that what was being proposed is not expected or acceptable. This type of response should be appropriate and not exaggerated to cause adversity with the other party.

1. Nibbling – “A technique to gain a minor concession from the other party after negotiations have been finalized.” Given the circumstances of the negotiation, including Alice’s past performance, nibbling may create adversity and unacceptable circumstances for Alice. Nibling could be positive for Sharon since she could gain back concessions that were given up during negotiations.

1. Making concessions – Sharon may need to give up concessions to get the desired outcome from Alice. Sharon will have a good understanding of her BATNA and where to concede during the negotiation. If Sharon makes too many concessions, it will become evident that Netflix has a firm position to separate with Alice.

2. Good Guy/Bad Guy – “A technique to sway or counter the direction of an agreement by bringing in a third party to the process normally not present during the discussion.” Using this gambit could work to Sharon’s advantage during the negotiation. A third party could reiterate the company philosophy and double down on the appropriate severance packages for employees that were terminated under the same conditions. This may also be viewed as backhanded or manipulative by Alice.

2. Feel, Felt, Found – “Telling the other party you know how they feel, and how you once felt the same way.” Sharon Slade is a well-known HR executive with a highly successful past. Getting Alice to believe that she has endured or been through the same situation may seem disingenuous and be hard to sell. There may be aspects of the negotiation that this will work for; however, it should be avoided.

2. Propose Multiple Options (Carrell & Heavrin, 2004) – Sharon may find it impactful to offer several options to Alice in negotiation. The proposed options can lead to a win faster since they are all within Sharon’s ZOPA. Several options will also allow for the Alice to choose an appropriate offer that allow her a way to win as well (Carrell & Heavrin, 2004).